The spring flowers are popping up and March Madness has started. That can signal only one thing for bankers, winter is almost over and it's time to take your commercial sales calling effort to the next level. Spring is the prime season to find those hidden sales opportunities in your market and the "early bird gets the worm"...whatever that means. So here are 4 great sales tips to help you avoid being "one and done!"
1. Change up your selling targets. Work more with top clients instead of your marginal clients. Your competitors want your top clients as their new business so you want to retain their relationships. Plus your top clients might have a deal or two on hold that they will be willing to discuss if you just ask them.
2. Double up your call activity. If you're doing 2 sales calls a week, do 4. If you're making 3 follow up phone calls to clients, make 6. Step up your game and do more. Don't give in to "spring fever" and slow up your calling efforts. Your client's businesses often get busier when the weather gets warmer and so should your sales activities.
3. Know your sales formula. Selling is based on a simple formula...SA x F= R. SA (Sales Activity) x F (Frequency) = R (Results). If you're going to have a shot at hitting your sales goal, you've got to know what specific "sales activities" have a higher probability to get you sales opportunities. Once you know your "sales activities" then you need to determine how frequently you need to perform those sales activities.
4. Make every call count. Be meticulously prepared and expect to obtain a successful outcome. Ask better questions, control the sales process, be prepared to handle those expected objections with professionalism, watch for buying signals, and add value by actively listening and suggesting options to the decision maker's problems.
If you follow these four simple but effective sales tips you will improve your chances of reaching this year's sales goals! So don't waste any more time...get started today!