- Respond to questions and objections. Questions and objections are a good thing. It means that your prospect is thinking about what you are discussing and seriously considering doing business with you.
- Which existing customers might be in a position to offer great referrals?
If you don’t routinely ask customers for referrals it’s now the time to start. If you do routinely ask for referrals, when is the last time you asked? It might be time to go back and ask again.
- How many prospects do I need to contact in order to close one sale?
If you haven’t already done it, figure out your average. Then do the math so that you know exactly how many prospects you need to contact in order to reach your sales goals. Bear in mind, the number may be higher than usual because of the recession.
What do I most need to learn to help me sell more? How can I learn it and how soon can I learn it?
Do you need to improve your skills? Will improving your skills help you close more sales? For most sales professionals the answer to this question is “yes.” Identify the skills you need and take steps to acquire those skills. They will help you, in this recession, and beyond.