I know we are always looking for new ideas, yet, most of the time, we haven't put the most basic ideas into practice.
Here's a reminder of some of those most basic ideas and best practices we need to practice every week.
|Quick reminder 1: Schedule your time
As a sales organization, we have two basic goals: to keep the clients we have and to get the ones we don't. This means we have two types of work: sales work and service work. And, to predictably achieve both goals, we have to schedule (yes, on the calendar) time for both.
Quick action — Get every producer to block out an appropriate number of hours on his/her calendar this week for prospecting/sales activities.
|Quick reminder 2: Identify client needs
Your prospects and clients aren't different people who value different things; they are the same people who value the same things. You're simply meeting them at different stages of a relationship. As a business, prospects and clients value having their needs met.
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