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selling with intention

5 Ways to Maximize the Potential of Your Existing Sales Opportunities

If you haven’t already read Understanding Your Sales Manager, please make sure you take a few minutes to read that for valuable insights on how to improve your relationship with your sales manager. Today we were talking about 5 ways to take your existing opportunities and maximize your sales opportunities.

5 Ways To Maximize the Potential of Your Existing Sales Opportunities

1. The number of “sales touches” before you can close the sale is growing. 

Have you gotten better at creating relationships with your clients through email and text? Every one of them is a touch that brings you closer to a sale.

I find, especially with email, that it helps me to see if my prospect is interacting with me, or not. I can see if they open my email, how long after I send it they open, and how many times they open it. This is an added benefit provided by using my sales CRM. Paying attention to this metric has helped to maximize my sales opportunities and increase my sales by allowing me to focus my attention on the prospects who are interested and to quickly follow up after I see that an email has been opened. Decision makers are spending more time online than ever before, including checking their emails.

2. In SalesForce’s annual selling report, they outline the importance of having better customer relationships and learning what customers really need. 

Another thing I learned is the importance of creating those long-term relationships with clients and prospects. Those people that look to you to be their main authority or “go to” person in your field, and who call you with their problems, questions, and sales.

You form these relationships by continued contact after a sale. And while it sometimes overlaps into my “off – duty” hours, by having direct access to me through my personal cell phone number, they can text me and reach me relatively quickly and consistently. That goes a long way to make them feel important.

And it is probably my number one secret sauce for maximizing my sales opportunities and being successful and growing my sales. I agree, it’s not for everyone. But in light of all the adversity of the past year, I think the benefit outweighs the input of my extra availability.

In the Salesforce report, 75% of sales reps reported they are connecting with clients on a more personal level. 86% say that they really care about the challenges their customers are facing. 

3. Do you use your CRM to help forecast your sales for this month, and next month? 

How nice would it be to be able to predict your next two months of sales? 

Your upper management is doing it, so why shouldn’t you? When you input and maintain the correct data, you will be able to see which prospects to focus on this month, and if you currently have enough prospects in your pipeline to reach your goals. 

It only takes about 15 minutes a week to update the information in your CRM forecasting report and be intentional in your sales.

You can also look back at last month’s report to make sure that clients you didn’t close last month stay in my pipeline instead of just dropping off. 

Then take a look at next month’s report to see if you can speed up the process for any of those prospects.

4. The two biggest challenges sales reps face when seeking these customer insights is …

• Having enough time 77%, and 

• Figuring out what info is the most valuable 75%. 

Can you find the next 15 to 30 minutes a week to get this info? Especially if you knew that your ROI return on investment, for spending this small amount of time would be 100% and help you increase your sales and create a more predictable income for yourself.

5. Just like we need more time to implement all the info our companies are giving us, your prospects have more information available for them to sort through 

… before they make a buying decision. I agree that it takes more touches, and conversations, to close a sale. The key is to take this knowledge, maximize your sales opportunities and create a systematic sales process that fits into today’s sales timeline.

The good news is, it doesn’t have to take longer. When you understand the current sales process dynamics and you create a system, you can put a plan in place to speed up your follow-up time. Instead of waiting 3 to 7 days before you follow up, make it one to two days. This way even though you have more steps, or touches, you are completing them faster. The more meaningful touches you have, the more trust you will build.

Add in a link to the sales masterclass. 

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What Does Selling With Intention Mean?

Are you selling with intention?

DISCLOSURE: THIS POST MAY CONTAIN AFFILIATE LINKS, MEANING I GET A COMMISSION IF YOU DECIDE TO MAKE A PURCHASE THROUGH MY LINKS, AT NO COST TO YOU. PLEASE READ MY DISCLOSURE FOR MORE INFO.

As a salesperson, our main goal, and our job, is to sell. Most of us work on commission, and don’t get paid unless we sell!

So why do we allow ourselves to get sucked up into so many other things?

Time suckers, I called them. Why not start off the day planning on selling with intention?

Selling with intention.  When you have a specific out in mind and a plan to get there, you will close sales faster and easier.
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I recently read an article by Brian Tracy. He has a theory called his Minutes Theory and it goes like this:

100% of our sales and income are generated by the number of minutes that you spend face-to-face with prospects and customers. If you want to increase the number of sales or the amount of money you make, you must increase the number of minutes that you spend in actual selling activity, face – to – face with prospects who can and will buy from you.

Brian Tracy

So if you double the number of minutes that you spend with customers, you will double your income. Even if you do not improve in any other area of your sales.

That is powerful. To double your income, the only thing we have to do is double our face-to-face time with our prospects!

Sell with intention, and the goal of spending twice as much face-to-face time as you are now.

Can you visualize yourself spending that extra face-to-face time with a prospect, either in an actual or a virtual setting?

It is so easy to get pulled in 10 different directions, getting caught up in all kinds of drama that takes you away from this face-to-face prospect time.

So instead of focusing on the stuff, stop…

Focus on what you want more of.

How would your day look if you spent more time with prospects? How would it make you feel to double your income?

For example, let’s say you normally spend 3 hours a day with prospects that want, need and have the means to buy what you are offering. Now visualize that time with prospects at 6 hours a day. Not meeting people for customer service things, or admin things, but prospects…that need and want what you were offering.

Do you have that picture in your head? How many appointments a day would that mean for you?

Of course, the other situations would still be there, but you need to learn to move them on quickly or give them to someone better equipped to fix the problems fast. And go back to your job, face to face time with prospects.

If you are looking for a way to keep track of your daily and weekly sales goals, here is a link to get 15% off of the best sales planners I have found — the one I use every day myself!

Let’s get back to the visualization of what your day will now look like. Your new normal of selling with intention.

Visualize the outcome of each face-to-face meeting ending in a sale with a signed contract.

Visualize your prospects signing the contract, and handing you their credit card. Be intentional about what you want to happen.

I have so many limiting beliefs in my head that I have been told over the years.

For example, have three appointments a day, one won’t show, one will buy, and the other will.

It’s almost gotten where I am to the point where I accept that one out of every two people will not buy, and that “truth” has become acceptable to me.

I’ve also heard this, and maybe you have, too. Every sales meeting with the prospect should either move you closer to a sale or be a sale. So in my mind, I have this limiting belief that just moving closer to a sale is okay. I’m not saying that some sales won’t take time, but what if you visualize and expected every sale to close – right there, that day?

What if I visualized only one option for the sale? That every prospect and sales presentation would turn into a sale, the first time I met them.

You may not all agree with me, and that’s fine. But sometimes, in order to get things to change, you have to look at them in a different way.

Change the way you look at things, and the things you look at change.

Wayne Dyer

How would the way you sell change if you visualize the sale before you even had the appointment?

I tend to visualize future events, but what if I visualize the sale now, today.

Instead of just sharing features and benefits of my product or service is, I would share my passion in my belief about what I am selling,

and help my potential client to feel the passion and excitement. What if you create a raised energy level and engagement level with each prospect?

Play to win, be intentional and what you expect , and stop chasing when there is no want, or need, or money.

Be intentional with your words and energy in creating a customer experience that engages and excites them.
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Be intentional with who you set appointments with. Be intentional in your visualization of your expectations of the meeting. Be intentional with your words and energy in creating a customer experience that engages and excites them.

No matter what you’re selling, be sure you sell with intention.

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