This article is reprinted, with the author Andy Paul’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.
To accelerate your sales in 2015 it is absolutely essential to make every sales touch count.
Your buyers are busier than ever; which means that they have less time for you. You must be 100% certain that when you have the opportunity to reach out and touch your prospects that you make that interaction worth the prospects’ time.
Every sales touch that you have with a prospect must deliver value that enables prospect to move at least one step closer to making a decision. Every time a prospect gives you the some of their time, you have to deliver insights, wisdom, data or knowledge about your product that enables the prospect to make forward progress in their decision-making process.
Making every sales touch count requires that you have a “Value Plan.” A Value Plan has two elements. The first is a Goal. The Goal is the value that you will deliver during the sales interaction. The second element is an Outcome. The Outcome is the steps that the customer will commit to take in return for the value you delivered.
Create a Value Plan for every sales touch as a key step in hitting your numbers in 2015.
About Andy Paul
Andy Paul is a leading sales acceleration expert, author, speaker & consultant. He was recently recognized by Forbes as one of the leading global experts on social selling.
Andy is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions (AMACOM Books, 2014), and the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales, which was recognized as one of the Top 3 Sales & Marketing books of 2011.
He works out of offices in New York City and San Diego.