As a salesperson, it can be overwhelming on how to build your pipeline, ESPECIALLY when it dries up entirely and we didn’t see it coming. Day to day, if we don’t do something sales oriented, how do we expect the pipeline to look different tomorrow?
How many times have you reviewed your pipeline and thought – what is happening?? They just drop and don’t build lately. I don’t get it!!
Well, I started asking myself just that after reading a very short sales book recently and it is working for me!
Cold Calling Techniques That Really Work by Stephan Schiffman.
Simple, short, but very accurate! A couple hours of reading time.
While I don’t do a lot of cold calling in my position the one thing this book did make me realize is the above “What is going to be different about tomorrow?” And I’ve been reciting that to myself every day since. Nothing I didn’t already know…. but how many days go by in a salesperson’s role where we “think” we are being productive, we “think” we are making progress, only to find…. What did we do to build the pipeline yesterday? And WHAT will we go after tomorrow “again”.
Take this simple test over the next 2-4 weeks and you’ll be surprised. At the end of each day, “what did I do today that will give me a potential tomorrow”. At the beginning of each day “what will I do today to meet JUST today’s goal” ?
Rather than thinking of it in closing the next sale (which of course we all want!), think of it more in the simpler terms:
Send 1 quote
Do 1 presentation
Close 1 Sale
****** PER DAY *****
Now hopefully we will all do more than that, but if not… simple works! At the end of the day, a bit of fullfillment, at the beginning of the day, a goal and plan, and soon the pipeline builds again.
Often our only goal is to close a sale, but nurturing, proposing, presenting are all key aspects to reach that final goal.
Need to increase sales? Try it 1 day at a time… 1 quote or 1 presentation or 1 sale per day.
If you’d like some other quick pointers and/or someone to discuss recreating your sales processes and efforts, contact us.
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