Usually, this issue of my newsletter focuses on setting goals for the upcoming year. Goals are important; in fact, they’re critical. However, given the current state of affairs, I want to take a slightly different approach. What you did last year and the year before will not be enough to succeed in the upcoming year. Here are just three things you need to do differently.
First and foremost, you are going to have to improve your selling skills. It doesn’t matter how long you have been in sales or how much experience you have, the new economy requires that you fine tune and/or improve your current approach.
Second, you will need to increase your visibility among your existing customers and potential prospects. This is NOT the time to scale back on your networking, marketing, or service. It is essential that you keep your name in front of key decision makers to prevent a competitor from slipping in and stealing your business.
Third, you need to do more research before you contact a company. Your goal is invest more time understanding your prospective customers and how your products/services can help them.
I’ll discuss a few more ideas next week.
Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at http://www.robertsontraininggroup.com. For information on his programs contact him at 905-633-7750 or by email.
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