1. Clarify your mission.
Begin by understanding your business niche. What do you do best? Who needs what you do? How do you best approach these prospects? How much
are they willing to pay? If these questions are not answered easily, campaign at the top for clarity and vision.
2. Break the mission into specific goals.
Write down the activity goals (calls per day, proposals per month, referrals per call, etc.) that you can control. Set results goals
(sales per month, amount per sale, profit per sale, etc.) to measure your progress, and track them closely. Increase your activity and measure the
results. Goals focus your attention and energize your action.
3. Sell to customer needs.
Always assume your prospects will buy only what they need. How can you convince them of that need? Emphasize the features of your product or service that reduce costs and solve problems for the customer. Sometimes you can reposition your wares. For example, you sold wool uniforms for
their look and feel; now stress wool's durability and lasting value. Be creative in your sales and marketing.
4. Create and maintain favorable attention.
Effective marketing, referrals, strong sales skills, and strategic questions are the keys to creating favorable attention. Diligent
follow-through and above-and-beyond customer service are the keys to maintaining it.
5. Sell on purpose.
Know both what to do and why you're doing it at every step along the way.