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Last time we talked about research that was shared by Professional Selling Power magazine that declared that:
Number 1) Having a selling system that works can increase sales effectiveness and net results by as much as 30 percent.
2) Following a selling program or procedure can increase selling effectiveness and net results by as much as 20 percent.
And 3) Maintaining a positive mindset or attitude can influence your selling effectiveness and net results by as much as 50 percent!!!
We’ve already covered strategies to improve the mindset and systems. Now let’s focus on your selling program.
Let’s look at the sales process as a sales funnel. At the top of the funnel, you are going after the correct prospects. If you aren’t feeding the top of the funnel now, the funnel goes dry in a few months.
What procedure should you have in place at the top of the funnel? You need to have a targeted list of prospects with businesses and individuals who would be highly profitable for you.
To move those prospects […]