WINNING NEW CLIENTS - TIP OF THE WEEK No. 3

THE CONFUSION BETWEEN ACTIVITY AND RESULTS!

Advancement - any action you or your customer takes that moves you nearer to the order. Continuation - sales activity but no progress towards winning the order.

In reality how many of your sales calls and visits are continuation calls? OK, so you cannot expect the order on every call you make but you can move things along. Set an objective for every customer, prospect or client engagement. Develop commitment questions that advance the sale but are non threatening. "What do I have to do to get the order" is a little aggressive for some people. Try "What's the next step?", "Where do we go from here?", "Who else do we need to involve to move ahead on this?"