Growth Tips: Making more sales

Andrew Shedden   

Business Operations Industry Manufacturing growth Growth Tips manufacturing marketing sales Shedden

How to get your salespeople in front of prospects.

Most salespeople will tell you they would increase their sales dramatically if they could only get into more offices to make presentations. This is true (for the most part) because sales, to a degree, are strongly influenced by activity.

Your prospects are busy people who have little time for sales pitches. Your people may be struggling to get in the door because they offer no reason for a potential customer to agree to an onsite meeting.

Get that meeting by offering some value. Create a 10-minute (or less – emphasis on short!) educational presentation that’s not a sales pitch, but deals with a topic or issue that will be of interest to your potential customer. Offer to present it during an onsite meeting.

When the educational piece has been delivered, prospects will be positively disposed to discussing problems, consequences, outcomes and products.


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