Sometimes we forget that our greatest opportunities as sales professionals are oftentimes right in front of us.
With our year end sprint right around the corner, I though it might be a good idea to remind you about two of them.
First, there’s your clients.
Here’s where you might be missing something EPIC;
When you ask them questions are your questions typically focused on the project at hand?
Sadly, most reps focus way too much questioning artillery on “spec” related questions.
Nothing wrong with asking those types of questions but;
If you focus too much on them;
You miss out on uncovering other challenges and other opportunities.
You also miss out the emotional intensity you need to get them away from the status quo.
Why?
Because nobody gets emotionally charged up about specs but;
Help them avoid a problem
Solve a problem or
Embrace an opportunity and;
EVERYBODY wins!
When was the last time you scheduled a client “check up”?
I’m assuming you go to your physician for a check up, why wouldn’t you do the same with your clients?
Aside from asking your clients BETTER questions, are you being more intentional when it comes to proposing additional products and services?
Many reps are bashful about this or they fail to understand that;
We are now living in a world so full of distraction that, our clients (and prospects) need to be exposed to our messaging multiple times!
Are you bringing it up once and then dropping it or are you finding ways to continually exposed to your messaging WITHOUT coming across as repetitive or;
A complete pain in the ass!
Next, there’s referrals.
Are you asking for them?
And be honest, do you know how to ask without things “getting weird”? I take you through a really easy system in this resource.
Oh, and do you remember what I said about;
We are now living in a world so full of distraction that, our clients (and prospects) need to be exposed to our messaging multiple times!
That means that you need to ask more than once and do so in a way that it sin’t obvious.
Are you?
I’m sure you would say “Duh” if I told you that referrals close more often and faster than other opportunities, right?
So why aren’t you jumping all over this one?
An all caps HUGE opportunity you’re missing;
Are you only asking your clients for referrals?
Might want to expand your horizons a bit and do what the number one sales rep in a company I worked for does;
Ask your prospects too.
Stop thinking about referrals as something you can only ask for after you’ve WOWED a client.
Why limit yourself like that?
And what’s the worse they could say? No? What’s the matter Colonel Sanders, chicken? I mean holy sh*t, many of you will cold call someone and take a really brutal “NO!” but you won’t ask a prospect and in many cases you’re own client.
And there you have it, 2 opportunities you’re practically tripping over!
How To Increase Your Sales
Join us on September 13th for our How To Increase Your Sales webinar.
Session I (September 13th at 11:30 am EST)
- 75+ things we can learn from sales rock stars.
- A detailed, easy to implement plan, that helps you get in front of more opportunities with both your prospects and clients.
- How to juggle your hunting activities with the other 20,000 things on your plate.
- 10 ways to stand out with your potential clients
- The questioning mistake that costs you business with prospects and clients.
- 3 ways to skyrocket your referrals.
- 6 ways to EXPEDITE your deals WITHOUT coming across as desperate.
Session II (Prerecorded)
- The 3 things that MUST dominate your calendar. We’ll talk about how to get them on your calendar, and most importantly, KEEP them on your calendar.
- The one thing that steals 25% of a sales rep’s time and how YOU can steal it back!
- How to instantly become MORE productive WITHOUT adding more hours to your day.
- How to get MORE prospecting time on your calendar WITHOUT adding more hours to your day.
- How to blow off unnecessary meetings WITHOUT being a jerk.
- How to use drive time/travel time to your advantage.
- The 3 sales activities you can easily automate to save tons of time.
When?
Thursday, September 13th, at 11:30 am EST.
What’s Included?
(2) 90 minute workshops (one live, one prerecorded) with over 50 tips and tactics to help you increase your sales.
Worksheets
Homework assignment where you’ll submit your action plan to me and I will offer feedback (via email)
How much?
$199
So if you’d like to push yourself a bit, try some new tactics and;
Have someone to report back to who is genuinely interested in your success;
Click HERE ASAP to get started!
Perhaps its time for us to work together!
