The 20-Second Sales Litmus Test
You want to know why you aren’t selling more (or do you want to know why your reps are struggling)? Want a benchmark, a snapshot of where things are right now? Rate yourself on a scale of 1-10 (10 being the highest) on the following four questions (be brutally honest):
- I make a high-value, well-researched sales call when prospecting;
- I understand my target market and know where to find them;
- I employ a step-by-step prospecting process;
- I am diligent and pleasantly persistent.
The highest you can score is 40. Low ratings in any one area are not deal-killers but they do indicate where help is needed.
Now deduct 5 points if you are reading this blog between the prime selling hours of 8:30 a.m. and 5 p.m. and voila, you have a number that represents a snapshot and you have perhaps identified a training need moving forward.
Beginning January 3...
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.