We have all heard this one before right? the business of business to business sales is people. People buy from people they like and trust, all things being equal people like to do business with friends,all things not being equal,people still like to do business with friends.
So in order to make sales,so we need to make more friends? essentially yes,the more people you know the more sales you will make,but you must remember that in sales is not who you know,it’s who knows you.
The secret to selling is not in the selling, it is always in the prospecting, you don’t get to sell to new people if there are no new people to sell to, it works like a pyramid , Prospects at the bottom then appointments then sales at the top, so how many prospects do you need to make to get 1 sale? .
knowing your numbers is extremely important, you must know how many calls you need to make in order to get 1 appointments and you need to know how many appointments you need to make in order to get 1 sale,without this data it is virtually impossible for you to do it consistently, oh yes you will Forrest Gump into it from time to time,but to be truly consistent, to be a super star , you must become a numbers person.
It is so easy to say that keeping track of our calls just slows us down right? that we would accomplish so much more if we didn’t have to keep a tic sheet, or write notes in our crm, what a joke, without this data you are not much different from 90% of the sales people out there,there are very few super stars,to become one,you must be willing to put in the extra effort and the hard work that it requires to make sales easy.
Have a great sales day!
