If You Want to Succeed at Sales, You Have to Stay Focused on Selling
Good salespeople realize that they will create profitable business relationships only if they carry out their sales projects. They make sure that they stay in control of their sales activities at all times, no matter what else might happen that could be a distraction. This is the key to achieving their sales targets.
These people have systems in place to make sure they achieve what they set out to do. They do not let production and unplanned crises get in the way. They understand how to manage their day-to-day tasks. They don’t claim that they didn’t have enough time to go out and win enough work.
Salespeople who do not keep this focus may struggle to achieve their goals
They will be ruled by events that they do not anticipate. They will not be in control of their sales day. They will struggle to find the time to create the right partnerships and relationships and ultimately fail to hit their target.
You have a choice. You can let the right sales activities guide your day. Or you can let production problems rule your day and derail your sales projects.
But isn’t production important?
You may feel that if you don’t resolve all the day-to-day production issues your factory will stop working. You will have a large number of unhappy customers. You will struggle to win any more work from them. Naturally, making sure that you carry out quoting, chase for jobs, chase for PDFs and make sure work runs through the factory smoothly is vital.
But what happens if you don’t sell? The factory will be running under capacity. Presses will be idle. The company will struggle to pay your wages at the end of the month. The right activity planning makes sure that you devote the right time to both sales and production
PS Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them” right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively. Also, if you want to find out more about carrying out the right sales activities, check out my recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."