Last Updated May 27, 2011 2:06 PM EDT
However, some readers wanted an easier way to get at the content that they need, when they need it. Here is a summary of the 17 ways, with links to the individual pages. That way you can work with whichever tactic will be most useful to you, right now.
Here they are:
- #1: Increase the Quality of Your Leads -- Build an ideal customer profile and work with marketing (or design your own program) to find more of them.
- #2: Do a Better Job of Lead Qualification -- Make sure, early in the sales cycle that the prospect has both a need and the money to buy.
- #3: Strengthen Your Sales Message -- Strip out the BS and weasel words and describe why you're different and why the prospect should care.
- #4: Weed Out Your Pipeline -- Strip out the deadwood and shed the debilitating belief that half-baked leads are going to close someday.
- #5: Only Contact Real Decision Makers -- Stop wasting time with people who have only minor influence on the decision-making process.
- #6: Focus Your Efforts on Big Buyers -- It's easier to close one big deal than it is to close 10 small deals, even if the revenue is the same.
- #7: Take Control of Your Initial Customer Meetings -- Schedule meetings at your customer's convenience, then reschedule to fit yours.
- #8: Get More and Better Referrals -- Revisit customers accounts and have them recruit contacts and possible prospects.
- #9: Optimize Your Schedule -- Spend extra time to arrange your day so that you get the most done in the shortest amount of time.
- #10: Keep Meetings Short and Sweet -- Set a reasonable goal for each meeting. Once that goal is achieved move to the next meeting.
- #11: Never Surface Objections Yourself -- Instead, make sure that your conversations and presentations make those objections unnecessary.
- #12: Sense the Right Time, Then Close -- Check to see whether there's a green light and then ask for the business. It's that simple.
- #13: Outflank Your Competitors -- Find out who else is calling on your prospect and figure out how to sell against them.
- #14: Increase the Dollar Amount of Each Sale -- Make certain that you're doing everything you can for your customer.
- #15: Decrease Your Sales Cycle Time -- Stop worrying about elapsed time and focus on what you need to do to help the customer buy.
- #16: Create Flexible Terms and Conditions -- Don't lose a good deal because you can't work out the financial details.
- #17: Make Tiny Changes To Get Huge Results -- Make incremental changes in all of the above and you'll get exponential results at the end of the pipeline.