Whether it’s the first of the month or the first of the year, it’s a new beginning!  And we don’t have to let the economy dictate OUR success. Selling in a tough economy seems more challenging, doesn’t it? And yet many people are not feeling the pinch as much as others. How can you ensure you prosper during these times? With action!

Following are 10 key tips for actions that will help you unlock the potential of your sales activities in the next 90 days. The actions you take now are the ones that will set you up for a GREAT year.

1.  Set Goals. You can get where you want to be if you clearly know where you want to go.  Put pen to paper and follow a process to write goals and a plan to achieve them.  Think through the next 30-60 days, what do you WANT to happen?  Write that down.  Then identify the actions you need to take daily and weekly to get there. 

2. Overhaul your value proposition. Think beyond the WHAT of your specific product and service to the value you offer to THIS person, company, and situation.  Your value proposition may need to sound a bit different each time. 

3. Prepare strategically. Research industry trends, use Google alerts to know what is going on with THIS person, company, situation.  Use the information to plan great questions, your value proposition, who you should meet with, and the timing of your contact.

4. Maximize every sales contact. Prepare, prepare, prepare. Not only with research on what is going on with them, prepare for communicating value to them. Use a focus on What’s in it for THEM and follow a process within the discussion to connect with the person, ask awesome questions, facilitate their understanding of what you do and what it means to them, work through objections and ASK for a decision.

5. Identify alternative sales prospect streams. Think creatively on who might use your product or service that currently isn’t. There are some industries that are positively impacted by a slow economy.  Look for companies who are performing well in the markets and research their vertical channels. You might have a whole new selling market to explore.

6. Give something of value today. It doesn’t have to be your product or service given away.  Information is free. Find an article, a reprint, a cartoon that you can share and say in front of them. Give a cup of coffee, a lottery ticket. Find something positive to contact them about.  Giving away something today can build a stronger sales relationship and trust level for later.

7. Use the power of one. One more action each day can make a difference later. One more phone call, one more email, one more note sent, one more plan, one more question…you get the idea.  Before lunch, after lunch, before you leave at the end of the day, these are all great times to add ONE more action to your selling plan.

8. Reevaluate your sales prospect list. Categorize and find out where you are spending your time. And then align your energies and actions to the most likely prospects.  What can you do to move them to the next step in your sales process?  This may mean you need to adjust your energies and spend less time/effort on your unlikely prospects. 

9. Reintroduce yourself to customers you’ve “lost” over the years. You might find a hidden treasure in this group.  Maybe they are ready to return if they were asked. Research what is going on with their company and then reconnect. 

10. Ask for referrals. Tap into reciprocity generosity. As you provide something of value it’s the best time to ask “Who do you know that might benefit from what I do?”  Help the referrer identify prospects by being more specific in the value you provide, “Who do you know that might benefit from increasing xyz or decreasing abc?”   It’s amazing what contacts you might make.

”You cannot change anything in your life with intention alone, which can become a watered-down, occasional hope that you’ll get to tomorrow. Intention without action is useless.” Caroline Myss

Winners find a way to succeed in all economies.  With some upfront effort to ensure your actions are effective and efficient, the door to success is wide open! 

Source: Nancy Bleeke link

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