Melissa Rich - Rich Enterprises Inc » factors

Organized Sales

Tracy — Thu, 28 Jul 2011 14:35:33 +0000

Organization is a huge factor in successful sales. Organization means that you are consistent on documentation, managing your files, updating your calendar and having all that you need to be well prepared for sales.

Choose a CRM that works for you and your personality. Rich Enterprises like to use ACT since it has many updated features and tools that integrate with on line or PDA calendars. Our CRM allows us to schedule follow-up calls, do reporting, track sales and funnel opportunities all in one place.

Documentation is critical to long term sales success. When making calls, it is impossible to remember every sales call made and extremely important to have the results of the last call documented for future success.

What are the major challenges for business development right now?-

Tracy — Fri, 05 Nov 2010 14:00:07 +0000

All businesses are facing similar challenges trying to determine what is the best direction to boost revenue. The economy has taken a strange direction for Rich Enterprises with sales and we are finding many businesses find themselves in the same boat.

While many businesses have decided to sit on their hands with the ”wait and see” approach, Rich Enterprises is doing just the opposite. Now is the time to discover new markets and find alternate ways to broaden your market reach whether it is with a new product or service or a new geographical area.

Qualifying questions

Tracy — Mon, 11 Oct 2010 14:00:23 +0000

Every sales program needs good qualifying questions that put them in the lead category. What are the good questions? Here are a few we like to use: When does your business typically purchase? Who is the decision maker for your organization? Do you have a contract in place?

Every program has questions that are better suited for their business endeavors. We customize every approach to reach a particular market to qualify each and every prospect giving you success with most appointments.

Sales is a process.

melissa — Tue, 16 Sep 2008 14:03:25 +0000

Sales is rarely a one-time one-call close. It is a process because it takes time to develop a relationship with a business prospect. Durable business relationships are built upon trust and credibility and that could take weeks or months to establish..

In working through my sales and follow up calls this morning, I found that several people were apologetic because they were not ready to sign a contract or move forward right now. I am always surprised by that, but yet it seems to happen so frequently.

Over time, we must prove to be the right company with the right service. Our future clients must know that they are making the right decision at the right time for their business.

We (as sales professionals) simply cannot rush them into making a decision, but must be patient. Once all the factors are in alignment, we can move forward with a business relationship. So in the meantime, never apologize for making certain all four right factors are in alignment and never put your prospects in the position of apologizing for not being ready.

A true seasoned sales professional will never rush your decision and will wait for all factors to be right before moving ahead. Remember – it takes four right corners to have a sales home run!