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Sales window: you’ve got two weeks
GENERATING NEW
If you can’t get an appointment by then, BUSINESS
chances of sale fades
The outer edge of prospect’s span of attention is Looking for new prospects?
about two weeks. Profile your existing customers first
If salespeople can’t set up a meeting in that period,
the outlook for doing business gets cloudy fast. Reviewing past sales efforts can help
Using a two-week window can help salespeople you figure out where to go next
gauge a prospect’s interest level and indicate when If you’re struggling to grow sales, it could
they should focus their efforts elsewhere. pay to try looking backward first. By going back
and reviewing past sales efforts, you could
Get in through the two-week window discover where your salespeople should be
selling next. It can help you uncover a strong list
Not all meetings can be scheduled within of prospect, boost efficiency and help you expand
business with top customers. Consider this
two weeks, but there’s only one sure way to find strategy:
out: by asking. Sales people who help prospects
see why a meeting is essential are likely to set
meetings that hold up. Prospects go where the Break it down
value is clear to them. Dissect your team’s sales approach and
results to get a clearer picture of your ideal
Go in the right way: With persistence customer. Look closely for:
How well you’ve served customers
If a prospect hesitates to set up an appoint- on various combinations of price,
quality and performance
ment within tow weeks, have your salespeople try Your current ability to deliver on
this approach:
those promises to customers, and
How well you’ve done at forging
Ask directly for a commitment in that customer relationships that
timeframe in a compelling way
If they decline, ask again with a different but continue to grow and produce.
tactful approach. Knowing why customers chose
(and stuck with) you can give your
If it’s no again, put them on the back burner sales team the edge in dealing
and devote more time to other prospect
with them – and prospects like
them.
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