On the Second Day of Selling…

On the Second Day of Selling my sales coach gave to me…

CLARITY

Now you have cleaned your crazy office, you can now start to the real process getting prepared to sell.

First, you want to review the past. Take this time to review where your leads have come in the past 12 months. You will be able to prioritize and make a plan based on this information. For instance, I’m sure that advertising reps will be contacting you hot and heavy with the new year approaching. Now you will be able to make better informed decisions.

You’ll also review your procedures of what you do when a sales lead comes to you. This is the time where you really analyze what worked and what didn’t. You’ll want to take a good look at your closing rate. What sales did not close? Was there a common thread? Perhaps you didn’t prequalify enough and wasted your time. What worked really well and determine what didn’t work.

Take time to think about where you want your business to go. It’s hard to see past the trees sometimes.

Happy Selling!

photo: flickr twentyeight