Try to make every selling hour yield full value. You should test each customer for their potential. This does not mean that even though you did not reach a fixed number with a customer that the time spent with that customer was wasted. In many cases repeat orders will provide enough profit to make him a good customer for you. He is profitable to you if in the future he will eventually pay for your time.
To test the theory to see if a customer is worth your time; try to find out the following:
Does the customer have a need for your product or service?
Does the customer have the authority to buy?
Does the company have the necessary capital?
Does your customer have a need for your product?
No matter how good you are as a salesperson your time is wasted if the prospect or customer you are calling on has no need for your product or service. Think. Do not waste your time. This is downright shameful.
Does the customer you are calling on have the authority to buy?
The customer may have a definite need for your product or service, but if he does not have the authority to buy your time is wasted. There are only so many hours in the day and you must use them wisely so you can turn the time into productive time. Every hour you are selling has a dollar amount attached to it.
Does the company have the necessary capital ?
Sometimes a customer may have the need for, and also the authority to buy, but the company may not actually be able to meet the purchasing and credit requirements of your company.
In order for you to meet your numbers you must know where to go to get your business; and if the companies you chose fit the parameters that are needed. It is your time and money so try to use it wisely.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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