- Be systematic about generating leads. Set specific targets for the number of prospects you want in the funnel at any given time. Plan the number of appointments you intend to secure with prospective clients every week in order to meet those targets. Use the rest of the time to handle your ongoing sales projects.
- Know your sales cycle. your sales cycle, which is the amount of time that elapses between an initial meeting with a prospective client and the closing of a deal. This can vary greatly from one company to the next. But you need to understand exactly how much time it takes you on average, measured in days, weeks or months. To calculate the length of your sales cycle: Make a list of your 20 most recent closed sales Jot down how long each took Compute the average
- Know your numbers. Every company needs a minimum number of prospects at any given time just to maintain sales. Look at the number of closed transactions you want every month as well as the average sales cycle. You should also know what proportion of prospects contacted ended up buying. These figures will help you set targets for your company.
- Actively seek referrals A rule of thumb for any business is to get referrals from satisfied clients. One way to avoid the awkward moment of actually asking for a referral directly is by encouraging clients to talk about their customers and suppliers.
- Focus on securing appointments
- Get ready for objections
- Follow up and listen.
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