There are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more of your products or services.
1. Conduct a Mid-Year Review. Compare your January to June results with last year. Are you down or up? If the stupid virus affected your 2020 numbers, compare with 2019. Look at total company, by sales rep, and product or service. You will know the best rep and your best service offering or product. Does every customer buy your three bestselling services or products?
2. Make every sales call count. Listen attentively; we have two ears and one mouth for a reason. Handle those expected objections and pesky stalls with professionalism, watch for buying signals, and ask trial closing questions throughout the sales process to achieve good results.
3. Plan the Back Half of 2021. Look at last year (or 2019) July to December results and develop a monthly plan to obtain better results. Review results every month and make adjustments to ensure 2021 will be your best year ever.
4. Offer gift certificates. Finding the perfect gift is rare. Being able to purchase a gift certificate on-line at Christmas may give you a competitive edge. $500 towards a website revamp; $400 towards a new office chair. Give a best customer a six-month ad in Positively Naperville? We pass out Downtown Naperville gift cards to our favorite suppliers and all our volunteers.
5. Focus on high payoff activities. Ask yourself, “Is this activity the best use of my time?” Are you networking or prospecting? Are conducting face to face meetings with prospects and handling objections and stalls? Pick up the phone. Schedule appointments.
6. Expect to succeed. If you think you are not going to get the sale, you won’t. Set your objectives, hustle and give your professional best. Expect to obtain good results. “I am going to knock it out of the park!”
Working out of a home office during the dog days of summer has many distractions. For 17 years I was tempted to mow the lawn, clean out the garage, “clean the pool,” or some other low payoff activity. Stay disciplined, use these six mid-year sales tips and Heat Up Your Sales!
