Was in a mall and saw a lot of sales staff in the retails were sitting down staring at blank space. I guess traffic is slow and they have nothing to do. And that I believe is the biggest mistake businesses make – waiting for business. They sit and hope that money will come in. Business is a never-ending prospecting game. Sales is a never-ending prospecting game. Many sales folks don’t have a pipeline filled with qualified prospects and they wonder why they can’t hit their monthly, quarterly, and annual targets.
Another common scenario is they only go out to prospect when they need it. That means when business is pouring in, they disregard prospecting, but oftentimes things changed, customers move, they grow, they switch and if we prospect only when things happen, you can shred your sales plan in that beautiful shredder of yours. Hitting your sales target is a dream without a proper sales plan and besides a clear strategy on what to do, a tactical selling approach is also needed.
Strategy = big picture. Tactical = details. How many calls, how many visits, what to say? Make sure you have both. Don’t wait for business – Hajime! (the Japanese word for begin)!
Unconventionally,
HANZO NG
Sales Ninja Grandmaster
© 2009 Sales Ninja Training. All Rights Reserved.
Hanzo Ng is Sales Ninja Grandmaster, lingo for Chief Trainer of Sales Ninja Training, Asia’s #1 Unconventional Sales Training. Sales Ninja Training specializes in helping small-medium, listed and global companies transform their salespeople into the ultimate sales professional known as Sales Ninja. For more information on our sales, motivation, and leadership training, visit our website.
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