Curiouser and Curiouser

Curiouser and curiouser. So said Alice when she started to change shape. Yes, strange things can happen when you least expect them. But is that how you want to ensure your success…getting business when you least expect it?

One of the big issues these days seems to be the overall uncertainty about the flow of new business. Peaks and valleys can seriously impact work flow and profitability and sales reps must be mindful of the following action steps to minimize the situation.

1. Make certain that you are doing enough prospecting and that your sales pipeline is as full “as it needs to be”. Everyone has a different “close rate” and depending on what you project will come through as new business helps you to determine just how many prospects need to be in your pipeline at the same time.

2. Ask questions. Be curious! If you ask the right questions prospects will tell you what they want, when they want it and what they will pay for it. Don’t be afraid to initiate a dialogue. Uncovering exactly what a prospect WANTS can help you to close the sale.

3. If you’re not opening new accounts be certain to ask yourself if you are fishing for prospects in the correct / best pond. Do your prospects perceive your offer to be of value? Is your product or service priced appropriately?

And finally, are you patient, persistent and persuasive? If you can’t answer “yes” to each one of these qualities then you are probably leaving business behind.