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Sales Tips From Jonathan London

Salespeople, Week Two of 2013 and More Tips...

Posted on Mon, Jan 07, 2013

 Week Two of 2013  Capture

 

It is the second week of the year, (really the first full week) and it may be your first week back.

Let me go a little bit more in depth with some of the points from last weeks blog, Salespeople, 22 Tips for 2013 -- Another New Year! to help get you started:

Tip #1:

Do I know where my success came from last year?

What did I do to make things happen and be a successful salesperson?

-      did you prospect more

-      were you more disciplined in your approach

-      did you get any sales training that you used well

-      did you work with your partners (if you have any) more effectively

-      did you learn your product so well that you could play it like a violin

-      did you get one big real client and can you do that again this year

-      did you use your resources better than others

-      did you just work harder

Tip #20:

Can you be more organized and/or effective by being more focused and wasting less time in a day?

-      If you can give yourself one more hour a day to sell by being more organized, after holidays, etc. you have 5-6 more weeks of selling time. You just gave yourself an extra month or more to make your quota. Not bad.

-      Here are some questions to ask yourself about wasting time:

  • Do I handle emails well or am I reacting and wasting time
  • Do I qualify requests from customers, prospects and internally regarding when they need something vs. just jumping at the request?
  • Do I delegate and follow up many tasks vs. doing them all myself?
  • Do I have ONE system where I keep notes, to dos, etc?
  • Do I browse the web, Face Book, etc. on unrelated work items during work hours
  • Do I gossip, Twitter, IM too much?
  • Do I qualify appointments as to whether I can do them on the phone vs. in person?
  • Do I use my selling hours to sell and do non-sales tasks at the appropriate time?

Please let me know if you would like to talk or I can help in any way. I wish you the best, healthiest, most fulfilling 2013.

Tags: Time Management, Prospecting, Sales Advice, Sales Training, Social Media, Sales Strategies, Sales Process, b2b Sales, Sales Tips, Closing, Coaching, Objection Handling, technology enabled selling, Sales Productivity, Resolutions