Which wolf are you feeding?
As with anything in life where you focus your energy and attention is where growth happens.
Are you giving your sales the attention it deserves? If you aren’t focused daily on your sales activities how can you possibly expect your business to grow and thrive?
In today’s blog I want to share with you some great sales tips that will help you feed the right wolf.
- Make sales a daily activity
Yip, you cannot expect to prospect 4 days of the month and rely on whatever comes from that to sustain your business. You need to diarise a set time each day to focus on sales activities.
I generally recommend spending a minimum of 20 minutes per day doing quality outreach on LinkedIn. And an additional 20 minutes per day building a relationship with those that you have already done outreach to.
Your daily sales activities could be 10 prospecting calls for the day, or 20 minutes on LinkedIn, or 40 minutes setting up your email campaign.
Whatever your strategy looks like, be sure to be consistent on giving it daily attention. It’s the same with having a houseplant or a pet, you cannot get away with feeding them every other day. The same principle applies in business.
- Always be prepared
Do not go into a sales meeting unprepared. This sales meeting could be digitally or in-person. And by saying unprepared, I mean, know what your expected outcomes are from the meeting. Do you expect to walk away with the deal? Are you on a fact-finding mission? What is your intention with this particular sales meeting?
Obviously you need to have done your homework on your prospect, understand their business and market better, where their pain points lie and how you can add value. This goes without saying.
You need to have a strategy for each sales meeting. Be prepared to handle objections, know where you add value and be sure to walk away with something, whatever that may be for you.
- Your Monday morning checklist
Every Sunday take the opportunity to set aside time to create your checklist for that coming Monday. Believe me the better prepared you are entering the week the less daunting the new week will seem. Plus it sets the mindset and tone for the week.
Work through your prospect list and determine who you would like to do outreach to for the week. Be sure to attend to new prospects as well as following up on prospects from the previous week. I find it’s easier to navigate the week when you have clear direction on what you want to achieve. Otherwise trust me that little pesky thing called procrastination will crawl in.
An additional tip for the week:
Review and manage your calendar
Each week spend the necessary time on evaluating last week’s calendar. This includes how much time you spent on prospecting, how many sales conversations you had, where you spent time on customer work, did you spend time on following up and the big time eating activity, admin. Review that data to ensure you are better prepared for the upcoming week. This overview will show you where you are spending your time. You need to learn to start saying no to things that don’t align with your vision or cuts into your selling time.
Happy selling!
Karen has facilitated and hosted many sales masterclasses, workshops and training sessions to not only boost sales confidence however to also instill sales skills and tools that are personalised to each individual. To learn more visit her website on www.karenwessels.com or contact her directly on Karen@karenwessels.com.
