Selecting Target Accounts

 

Thank you for checking out this edition of the Excel Training Tips and Techniques.  Working through our POSITIVE Sales Process, this edition we will be focusing on Selecting Target Accounts.

In the many years that I have been a sales consultant, I have learned that long term relationships is the key to success in any business, as well as selecting target accounts for future business opportunities.  I’d like to encourage you to keep a healthy and focused sales funnel.  It is important to manage your funnel with a realistic number of targets. By narrowing your focus, you will be able to get to the right person with the right approach, helping you to earn new business and build long term relationships.

If you continue to just manage your existing book of business and do not develop new targets, your business can become extremely stressful.  If you build your funnel, you are guaranteeing yourself future growth.  You will also mitigate the ‘hard hit’ if you do lose any business because or your market is slow. If you are continually working on your funnel, you will reduce your stress levels and increase your success levels.

Looking forward to hearing from you!

Norm

 

EXCEL SALES CONSULTING

10 Tips to Help You Grow Your Business

1. Avoid time traps of not prospecting, block out time in your calendar.
2. Define your business targets.
3. One of the best techniques to build your prospects is by asking for referrals from your best customers.
4. Develop the right approach – phone, e-mail, direct contact.
5. Do your research – get to the right person; getting the decision makers involved.
6. Identifying weak points in your sales process, continuing to assess your process
7. Do you feel that you are making the right amount of effort in this area?
8. Remember when prospecting that it’s all about building new business and relationships.
9. Have confidence!
10. Be proactive.  Knowing where you are going and how you plan to get there will give you an added confidence that your prospects will notice and make them want to do business with you!

 

Remember, you are a Professional Solution Provider (PSP)!

See yourself succeeding and you will!

Contact Norman Rose, President of Excel Sales Consulting. His company offers sales, customer service training, CSI surveys, coaching programs and special event seminars, specifically designed for any industry. Email Norm at: nrose@excelsalesconsulting.com

P.S. Visit www.excelsalesconsulting.com to learn about special offers, updated training programs and seminar updates.
© Excel Sales Consulting November 2010