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Saturday, July 19, 2025

Sales Focus – Six Mid-Year Sales Tips To Heat up Your Sales

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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? Look at total company, by sales rep, and product or service. You will know the best rep and your best service offering or product. What were your successes? What were your opportunities? 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. Remember the 3 B’s of selling: Be Bright, Be Brief, and Be Gone…

3. Plan the Back Half of 2025. Look at last year July to December results and develop a monthly plan to obtain better results. Again, what were your successes and opportunities? Do not repeat tactics or strategies that did not work but continue to do things that worked. Review results every month and make adjustments to ensure 2025 will be your best year ever.

4. Offer gift certificates. Finding the perfect gift is rare. Being able to purchase a gift certificate online at Christmas may give you a competitive edge. $500 toward a website revamp; $400 toward 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 you 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!” Remember, enthusiasm is contagious.

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!

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.
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