As a salesperson, do you know where your sales come from? Many don’t.
Do this simple exercise:
Go back and list every sale you have made in the last two years. Then to the right of each sale, list how you got it. Was it from a referral? A networking event? Or maybe from a speech, you silver tongued smoothie, you.
Once you have listed how you got each sale, total up each of the various ways.
Now look at each of the ways. Which of the activities resulted in your least sales? Why would you want to spend a lot of time or money on those activities again? Instead, double the time you spend on those activities which produced the most sales.
One last question: Which activity resulted in absolutely no sales at all?
Then why are you still doing it?
© Greg Vetter 2020. All rights reserved
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