Sales: Get A Bigger Bang For Your Buck

by Jeffrey Mayer

How do you value time?

How do you try to improve your processes so you can be more efficient and effective? 

What are a few extra seconds worth if you can shorten your customer's wait time?

A company on a mission to improve their efficiencies has two benefits:

1. Revenues increase because more customers are served during a day.

2. Profits go up because there is no increase in fixed overhead.

So let me ask you, what are you doing to increase your revenues, improve your efficiencies, cut your costs, so you can dramatically increase your profits?

Remember: It's not how long and hard you work, It's how much you keep that's important. In business, the biggest waste of time comes from spending too much time with people who don't buy.

But for you - and me - we've got to go out and find a customer. That means finding people who have problems. If there's no problem, there's no sale. To find a problem, you need to ask great questions. Selling isn't about telling the customer all about who you are, and what you do, and how great you and your company are. It's about finding out about your customer's issues, concerns and problems. And then offering a solution to those problems.

Furthermore, you need a way to track your sale to keep your opportunity from turning stale. Unfortunately, most salespeople lose their sales because of neglect. They just forget about them. Sending a proposal by fax, e-mail or snail mail - and saying I'll call you next week - isn't selling. It's wasting your time.