3 Steps to More Sales in 2010!

1. Make just one more call

In experience studying scores of both mediocre and successful sales people, some have discovered that the most reliable key to enduring success is discipline.  Discipline to provide just a little bit better service than your competitors offer or your clients expect.  Discipline to make one more call, attend one more networking event or block an extra hour in your calendar every day to do business development.  Discipline to document the objections you receive and create responses to deal with them consistently and effectively.  And discipline to practice your sales presentation one more time, every time you head out the door to meet a prospect or close a deal.

Discipline is the one sure way by which poverty may be converted into riches, failure into success - and short-term success into a winning track record that will last throughout your entire career.

2. Make testimonials part of your strategy for cold calls

Turn a testimonial into an opening statement that you can use when making your cold calls. It's a great way to get the conversation started on the right note because it's one (or more) of your customers who is talking about all the great things you can do for that prospect at the other end of phone. This strategy can be really compelling when the testimonial is one that the person you are calling can relate to specifically in their line of work. Let's say you're calling a prospect in the tourism industry and you share with them a sample of the great feedback I received recently from a client who works for that industry's national association, you're making it clear that you understand the challenges they have to deal with in their work. There's also a deeper message being processed by the person  cayou'relling: "If Colleen has worked with them, then she understands what we need and if she understands what we need, then she understands me."

3. Create a Profit 100

Ask yourself: who are your best buyers? If you sell B2C, whether you're a dentist, accountant, chiropractor, real estate broker or financial advisor, chances are your best buyers live in the best neighborhoods. They have the most money and the greatest sphere of influence. So take a look at your current customer list, identify where your best customers live and target your marketing efforts to others in those neighborhoods.
If you sell B2B, your best buyers are usually the biggest companies that are spending money and are profitable now. Check your database, who spent last year? Chances are, they will be spending again this year.

Once you have your list create a plan to reach out to this best buyers at least every other week, no matter what, to let these companies know who you are?