The quickest way to increase sales is to make things happen - not to let things happen. Let me explain.
You can speed up the selling process and decrease the selling cycle time when you have a written game plan. Your game plan should include three key elements. These elements are your objectives, the strategies, and your tactics.
Your objectives and for these priority accounts should include what you want to sell, how much you want to sell, and when you want to sell it by. The "what you want to sell" includes the mix of products that make the most sense for your prospects situation. The "how much you want to sell" is the dollar value of this product mix. The "when you want to sell it by" is your target date for asking for the prospects commitment to purchasing their products.
The strategies in detail "How" you're planning to achieve your objectives. The key to developing strategies is to have enough of them. Remember strategies and so the question "How."
How #1
How #2
How #3
How #4
How #5
As you develop your strategies keep asking this very important question. What's the probability of success if I only do How #1? What's the probability of success if I only do the How #1 and How #2? What's the probability of success if I only do How #1, How #2, and How #3? You get the picture. When the answer to your probability question equals 85 percent you're ready for action.
Tactics are the details. We all know how important details are an hour for not careful they can sabotage the best of plans. Each strategy has subordinate details. For example, if you have an entertainment strategy here are some of the details you would want to consider.
Who - who will go to the dinner?
Which - which restaurant will be selected?
When - when will we go to the restaurant?
How - how will we get there?
What - what are the priorities to be discussed at the dinner?
Think about how your selling process can be accelerated when you have a simple yet powerful game plan. Your game plan should be in writing. Your game plan doesn't have to be complicated and won't be time-consuming if you put it all on one-page.
Your one-page strategic account plan is your ticket to a faster sale. Naturally, a quicker sale takes less time.
Jim Meisenheimer is the creator of No-Brainer Sales Training. His sales techniques and selling skills focus on practical ideas that get immediate results. You can discover all his secrets by visiting his website: http://www.meisenheimer.com
![]() |
|
![]() |
|
![]() |
|
![]() |
We've all heard the term KISS at one time or... Read More
What do we mean by a consultative approach?When you hear... Read More
In my dreams, I envision being the marketing consultant equivalent... Read More
I was thinking about the statement:The Small Business Administration tells... Read More
There is little doubt that eLearning has not achieved the... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
Your mission as a business owner is to develop a... Read More
Sales is still a must for any company who wishes... Read More
1. Add a no-fee interactive game to your web site.... Read More
Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More
Here's the thing... you still have to make every marketing... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
What to do when you win or lose.You have given... Read More
Here's a surefire method to guarantee you achieve the best... Read More
My experience has taught me that people want to buy... Read More
We all make mistakes when selling our product or service.... Read More
Marketing and sales co-exist and work in tandem beautifully if... Read More
For the 'big three' automobile sales consultants, the 'employee discount... Read More
Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More
Most people are always striving to better themselves. It's the... Read More
What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More
Many business owners and professionals are appalled at the thought... Read More
Many home business owners lament they don't have enough cash... Read More
1. Sign-up to win web site awards. When you win,... Read More
The following 7 sales skills are what I have found... Read More
Just because your business is based in your home that... Read More
1. Find a strategic business partner. Look for ones that... Read More
Does your business run on a sales engine or a... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
Prospects have many reasons (you might think excuses) for not... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More
Emotion and reason mix very well together to make excellent... Read More
My wife and I watched the movie Ray a couple... Read More
Making a living in sales can be very rewarding, however,... Read More
"There are three kinds of salespeople; those who make things... Read More
Selling is everyone's lifeblood whether they realize it or not.... Read More
My silent fish tank was no more. Enough water had... Read More
We all make mistakes and some salespeople seem to make... Read More
For many individuals in business the hardest part is selling.... Read More
Suggestive selling is a powerful tool that can increase your... Read More
In happens every year in June.Six months down and six... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
Selling online can be very difficult, more difficult than in... Read More
Sooner or later, we all backslide into old ways of... Read More
I was looking at some promotional literature and web sites... Read More
Are you tired of excuses? Looking for a persuasion technique... Read More
Based on his most recent e-mail, "Everything looks good --... Read More
I had my first official sales training by a man... Read More
Most salespeople are under the false belief that the lower... Read More
Marketing is a skill. Once you master it, you can... Read More
Ever lost a sale? Of course you have, we all... Read More
Losing a sale can be disheartening, especially if you lose... Read More
I would like you to begin thinking of mailboxes in... Read More
My experience has taught me that people want to buy... Read More
Sales is still a must for any company who wishes... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
Recently I received a prospecting voice mail message from a... Read More
There is little doubt that eLearning has not achieved the... Read More
A "Call To Action" is an invitation for your prospective... Read More
Everyone knows the importance of having a positive attitude, especially... Read More
Does this sound familiar? With high expectations, you sent your... Read More
We all want to belong. As humans we feel the... Read More
There are always some great, fast and easy ways to... Read More
Sales Training |