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Sell by the Numbers
by Janet Attard
Selling is a numbers game. If you make and track enough calls, you should begin to see a pattern emerging that allows you to determine what percentage of calls will result in a sale and what you need to do to increase sales. If you determine that 1 in 20 people you call makes a purchase, then you know you have to call 100 people to make 5 sales. If you want to double sales next week, you'd have to make 200 calls. Tracking results in this way can help keep you (or your sales staff) from feeling depressed by a string of rejections. It can also help you determine the effectiveness of changes in your sales presentations, evaluate the success of sales training and serve as a target you strive constantly to exceed.
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Posted by Janet Attard
on November 3, 2007 at 4:24 PM
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