My next 90 days sales results will be so much better than the last 90 days if only I can ....

My next 90 days sales results will be so much better than the last 90 days if only I can ....

  • Make 3 calls before 9 every day and 3 calls after 5 to unique prospects

  • Call 2 happy clients every day to ask them how I can serve them better and give or proactively look to give them a referral

  • Attract and cultivate 1-2 structured referral partnerships a month to build our respective sales pipelines by warm, personal introductions to our closest business connections


  • How can you exercise control over your immediate future sales performance?
    What aspects of your sales performance do you have ownership over?
    How can you choose to respond to the specific market, competitive and financial conditions in which you will find yourself in the next 90 days?
    What are the resources you can call upon to give you the resilience and stamina you're going to need to achieve your sales goals over the next 90 days?


    Please can you help all of us by posting your practical suggestions we can all learn from, or the commitments you have chosen to make to yourself to improve your next 90 days' sales?

    Regards


    Marcus

Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

* Write an endorsement for someone in my network who has done something philanthropic or worthy of socially endorsement and help them promote their cause * Write a book review that is inspiring to others and make sure your signature and website url are attached * Write an e-Book about a topic you are strong at delivering and passionate about so your story is compelling * create a media schedule of content you plan to publish via your social networks to raise your visibility and increase credibility within your network * Identify which game strategies are most effective in your marketplace so that you can start embedding them in your customer journey

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

* I stop procrastinating and trying to get things perfect and instead I decide what I CAN DO TODAY and get on and do it * I make the toughest, scariest calls first thing on Monday so the rest of the week is a doddle. * I tell anyone who has a proposal form me that is older than a week that I am closing the file. if they call back I ask them why I should keep talking. If they don't, I shoot the dead horse and close their file myself * I plant my feet over money and my terms. I bite my teeth until my gums bleed at least 3 times. Then if I make a concession I get something back in return. But I don't agree to just give stuff away willy nilly. * I look at how badly I'm over- servicing clients I'm afraid to lose and then go back and ask them for money in line with what they should be paying * I stop taking "think it overs" so I don;t have to keep calling back people who are telling me maybe and not committing. That will free up 80% of my calling time to better invest on some more meaningful activity like picking lint from my navel

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

1. Set up a breakfast symposium. Invite 6-7 local CEOs to attend. Moderate the discussion around a topical issue of interest to attendees. "How do you sell in recession without discounting?" or "How do you grow sales in recession without falling in line with the buyers' Pitch process which takes control out of the seller's hands and puts it into the buyer's hands?" or "How can you spot a bad future hire before they're on your payroll and destroying your customer relationships for the next 5 tears?" 2. The value of networking occurs in the shadows not in the glare of public scrutiny. Look at the quiet success of people like Dave Clark, CEO of NRG. An unassuming businessman who takes the time to listen and get to know you. he promotes his network tirelessly and without asking for anything back in return building goodwill and trust among those of us he supports. 3. Request testimonials and endorsements. People don't usually give them spontaneously. Less than 5% of people will give unbidden testimonials. And clients expect they will get excellence if they use their own money. So they don't expect to give a testimonial for doing the minimum they expect. Make it easy for them to endorse you. Give them a structure like this one to make it simple. 4. DO NOT RECOMMEND people in your network who you hardly know and may have misgivings about them, their ability, their competence and their character. Get to know them better. Be patient even if you feel pressure to make introductions. Make sure you're comfortable that they will protect your best interests and your existing relationships. 5. Stop navel gazing and playing at getting ready to get ready. Do something. Anything. Make do with what you have. It doesn't have to be perfect. What can you sell and deliver without causing harm or embarrassment today. NOW! What can you do today, this moment to advance your business. Do it. Stop thinking about it. 6. You might want to do this tomorrow. STOP PROCRASTINATING!

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

1. Establish alliances with other business owners who sell before you, at the same time or after you to share contacts and account or market intelligence. 2. Deliver a joint (co-branded, co-funded)client appreciation event where you invite your clients to thank them for their business by delivering some valuable content of mutual interest to both sets of clients. Create opportunities to cross sell into one another's accounts by having them share experiences at the event, expand all attendees' networks and deliver your sales messages through soft reinforcement throughout the event. 3. Interview salespeople and customers from your key competition and gather intelligence to better understand their appeal, their weaknesses and gaps to offer a better alternative solutions. 4. Sit down with your team and go through a structured systems like CAPS or inner-circle/outer-circle regularly to expand your pipeline a deepen your soft influence 5. Develop or invest in a reliable system for early disqualification of non-prospects who risk sucking away your scarce and valuable resources on wild goose chases Any questions?

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

1. Set up a Facebook fan page. Use it to provide useful/valuable info feeds and offers to your fans. 2. Invite your network to "like" you. (I know it seems narcissistic, but it can be helpful to understand that popularity attracts strangers who want to be part of success. Think about it. Given the choice of a sales trainer with 0 likes and one with over 1000 likes and 50+testimonials, who are you likely to favor subconsciously? You're not much different fromyour prospects then. 3. Journal my lessons learned and script out alternative responses/reverses to objections or situations arising in the sale. Doing the same thing and expecting a different result is insanity. Learning from your lessons means failure becomes your best teacher. 4. Join a chamber or networking group like your local NRG, IOD chapter, BRX, BoB, BNI or 4networking. 5. SWT up a client appreciation event to showcase what you do and have your clients acting as walking, talking testimonials and prospecting scouts. 6. Endorse someone else 7. Contribute to a popular thread discussion and by contribute I mean add value, don't jut make noise. Engage. Challenge. 8. Write a letter to the wditor of your trade journal(s) discussing a topical subject

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

1. Went back to 3 old clients and asked them the real reason why they went to a competitor? 2. Video yourself delivering a talk, pitch, speech etc and critique yourself for engaging your audience? 3. Plan my next 90 days referral activities and objectives 4. Request specific introductions to specific job titles in specific companies, even named individuals. DO so on your own behalf and on behalf of those you support in your network. With that in mind, I don't suppose you know or know someone who knows and will be open to introducing me to Philip Gladman, Diageo's GB Marketing Director or his Managing Director, Simon Litherland, MD GB for Diageo. I want to connect them with my clients who have researched them and identified some strategic problems that are reducing Diageo's potential revenues and a couple of gaps/opportunities in their branding. Are you able to help me help my client? 5. Put a call to action at the end of your emails and posts. If you'd like help implementing any of these ideas now, or you want to share or bounce ideas about growing your sales in this recession, please send me a private message on here or email me mcauchiATsandler.com. Regards Marcus

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Marcus Cauchi Sales Management Training

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My next 90 days sales results will be so much better than the la

Some ideas.... 1. Set and achieve my goal of giving 3warm, personal introductions each week to people I respect in my network 2. Set up a signature swap with a business which sells to the same target market as I do, but where we don't compete 3. Split test my headlines using Google AdWords and test different bodycopy by using split landing pages 4. Give a testimonial without being asked 5. Read 2 business books and apply at least 1 lesson I noted, learned and adapted to mt business 6. Co-opetition partnerships with competitors who serve a different segment of my market means we can refer non-core and pre-qualified leads to one another at no risk to our respective businesses eg. 2 sales trainers sharing intelligence and contacts where you serve accountants, lawyers and architects while I serve media, IT and finance.. 7. Secure targeted syndication for your blog copy Are any of these good for you in your business? Regards Marcus

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Lucas Wyrsch

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My next 90 days sales results will be so much better than the la

Dear Marcus, Thank you so much for having invited me to comment on your great blog! The future of marketing is recommendation marketing on social media! I can promote your businesses, your projects, your goods and services to over 250,000 direct contacts in a one day ad, a one week, one month or one year campaign. It's all about being recommended by your contacts that drives you new business opportunities! Have a prosperous and successful time! Best - Lucas Join The Swiss Business Club - Join the GuanXi Game Club - Join the Risk Consulting Club - And Join Doing Business Virtually!

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Mick Say

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10 before 10

An old sales manager of mine used to say 10 before 10 and it worked a treat.... Mick Mick Saywww.onlinemarketingacademy.uk.com We Specialise in Meaningful web 2.0 Website Design and Hosting.We Create Online Marketing Platforms Developed for the Social WebCall me : 0044 7719 061 835 Email: mick@micksay.com

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William S. Wilkinson, P.A.

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My next 90 days sales results will be so much better than the la

One should be able to make more than two calls in the morning. One a good day with numbers prepaired from the day before, you should be able to make 5 to 10 calls per hour. You should make sure that your mornings are set aside for prospecting...being on the phone calling to set appointments. Hopefully you can set one or two appointments per day to make presentations to qualified prospects. You should then be able to close on 50 to 80 percent of these presentation to make a sale. You use the afternoon hours for followup and presentations. This is posible and is being done everyday. Think big, make goals, have a dream book and work to make your goals and dreams come true. William (Bill) S. Wilkinson,P.A., Florida Keys Realtor Marathon- The residential waterfront capital of the world" Realtor of the year 1975 and 2008 Website: Email: wswilkinson@remax.net 305-743-2300 Skype: No. 305-600-4711 or ID:"billwilkinson"

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Martin Dewhurst

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My next 90 days sales results will be so much better than the la

I just read your blog Marcus and blushed. One very practical thing to ensure we create results is to call when we say we will call. I was meant to call you on Wednesday and failed to mark this in my diary. The lesson being, we carry our in-complete tasks in our heads and these in-completes, stand in the way of whatever it is we're trying to achieve. Apologies. Again. Martin

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