Check your own progress—and do it often—with the answers to these questions. If you answer “no” to any questions, there’s work for you to do to be more effective.
• Are you getting the sales volume you should?
• Do you know how many sales your company expects of you this year?
• Do you always talk to the right person when selling catering?
• Do you have a consistent and proven sales script for qualifying the caller?
• Do you spend too much time with clients who really can’t buy?
• Do you spend at least two days a week out of the office prospecting for customers?
• Do you know how much one of your work hours is worth in dollars?
• Have you set a three-year income goal for yourself?
• Have you read at least three books on selling in the last year?
• Do you keep your past sales figures handy so you can review them quickly?
• Have you spent time analyzing your competitors?
• Do you talk with other sales people or managers at your company about your sales efforts?
• Do you know what your closing average is?
How about:
ReplyDelete1) Does everyone you know KNOW what you do for a living and think of you first when it comes to catering?
2) Do you ASK FOR THE BUSINESS? So many times I hear that folks don't want to be looked at like a salesperson or make their prospect uncomfortable. You just invested a few hours of your life into this meeting- ASK. FOR. THE. BUSINESS.
3) Do you ask why you LOST the business to prospects you have pitched or sent a proposal to? This is crazy valuable information
4) Do you ask every client for referrals? Chances are they know someone who needs catering and can get you a warm call with them.
5) Don't take a deal in a down market that you wouldn't take in an up market. A sale taken in desperation will always come back to haunt you.