In this episode, Neil discusses how building your sales territory via New Business acquisition (i.e. opening new accounts), requires skill and consistency. He suggests you should first learn to identify what’s a good fit for you and your brand, before you try to secure new accounts. Then your efforts will start to attract the path of least resistance, where flow, improved results and a high level of enjoyment and satisfaction follow.
Learn how to increase your sales teams’ new business acquisition success rate with a live 60-minute industry-based video conference training session.
In this episode, Neil discusses how to secure sales growth from a sales territory. He suggests, that there are only two ways: get your existing clients to buy more or, get new clients. Both deliver growth, but which is the quickest and the most cost effective?
Your sales leads database is the key to post-expo sales success. Neil explains how you need to define whether your goal is to gain a short-term sale, or to build a long-term relationship. He also shares some strong views about keeping your sales team out of the ‘chasing’ game in the post-expo period. Other areas covered are how to plan and practice your team’s sales approach with different types of clients, and the importance of managing your numbers through a dashboard report.
Recently a client identified the majority of her sales team as the ‘Teller’ sales type, with just one ‘Seller’ in the group.
She also admitted they were all brilliant at product knowledge and education (having technical backgrounds) … but their cold calling skills were stale and they were struggling with bringing on new business.