It’s all about setting goals and achieving them, but how do you ensure success once you have found or connected with your prospect?  How can you get your sales to the next level?  This process has two simple steps that are essential.

The first step would be to maximize your discovery call by zeroing in on their needs; this helps to spark a willingness to speak.  Instead of over pitching, listen.   Once need is established, ask upfront questions about buying ability.  For example, you could ask “What is the time frame to purchase, and who needs to be involved in the decision making process?” and “When are you looking to have improvements in place?”  Always remember that it’s not what you say, it’s what your prospect believes.  Outline expectations by implementing a time line.  There’s no substitute for being pleasantly persistent and respectfully blunt.  The time line also assists you in being more productive.

The second step in the plan for success is that you want to close your quarter in a positive light. Why don’t you rank your prospects, look through your pipeline, grade the opportunities and focus on the ones that have more promise. By purging your pipeline you have more time to close the hot prospects and time to plan the success for your next quarter.

Christina Ramalho / Business Development Consultant / PEO Canada