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Focus Your Sales Process on Your Sales Behaviors and Sales Skills, Not Your Prospect’s Behaviors
Would you agree that most sales processes be them 3 step, 5 step, 7 step or even 12 step focus on the prospect or what I prefer to call the potential customer? Given that everybody is focusing on the potential customer and that probably 50% to 80% of all sales targets and goals are not met, would that not suggest a different focus is required?

Other step focus Related Articles

The Best Leaders Don't Have to be in the Office
If you want to run a successful business, one of the first steps is to learn to implement systems so that you don't need to be at your business all of the time. Your office should be able to run without you. In fact, there are very few successful entrepreneurs that are also micro-managers. As a business leader, your focus should be on growing your business, not the day to day operations. For many that is a really hard transition. So, take it step by step. One great place to start is by making sure that your business can function when you are ill or away on business trips. Here are three tips to help you kick that process off.
Focus Your Sales Process on Your Sales Behaviors and Sales Skills, Not Your Prospect’s Behaviors
Would you agree that most sales processes be them 3 step, 5 step, 7 step or even 12 step focus on the prospect or what I prefer to call the potential customer? Given that everybody is focusing on the potential customer and that probably 50% to 80% of all sales targets and goals are not met, would that not suggest a different focus is required?
HOW TO DEMOGRAPHICALLY AND GEOGRAPHICALY SEGMENT THE MARKET FOR EFFECTIVE ADVERTISING AND PROMOTION.
I have talked about segmenting the market before, but it does not hurt to repeat. This is because segmenting your market makes you focus on what you want to do for your business and what is your target market profile. This is by understanding which market segments you are going to attack and which ones you are going to ignore. Segmenting the market is a step by step process, but before be get to that process we need to understand two different ways that we can segment the market for business development as well as for advertisement, promotions and community social responsibility.
Lean your Marketing thru Segmentation
Not everybody goes through each step of the cycle. Some will skip from step one to step three. Someone may enter the cycle in step three. These interconnections are not trivial, it is what makes your process work and it also may be stopping it from working
Use Live Webinars For The Most Effective Presentations
There are four ways you can format any live webinars that you host. Today I will focus on the first way, which is the free webinar for prospects that you offer to sell your product offering. The idea behind this format is to give the participants value in the first sixty minutes so that they will be willing to buy from you in the final ten to fifteen minutes when you tell them about your product offering. You do this by explaining how to do whatever your topic is about and then selling them the step-by-step strategies and techniques behind how to do it.
Sales Just Can't Be This Easy - Can It?
Touch or no touch, you can't take short-cuts. Even if touch does have a positive effect, I would never consider making it part of a sales process as in, complete step 1, step 2, step 3, step 4, touch, close. No way!
Target Sales Focus
In my sales development and business coaching work, I repeatedly see one shortcoming at the heart of my clients’ failure to thrive: a failure to focus on the narrowly defined, high ROI markets and product/service offerings that will help them secure greater market share and niche dominance that’s hard to budge in any economic climate. In the ebook, Target Sales Focus, I deconstruct the myths that encourage too many managers and CEOs to dilute their sales efforts on markets that are too broad, and then detail a step-by-step plan to concentrate their resources on targeted markets that deliver more – and more predictable – sales.
How to Find Clients
What I’m hearing as the obstacle for most people looking to attract new clients is NOT actually a lack of information and theory, but a lack of implementation, a lack of step-by-step processes, of resources and a lack of the TIME, FOCUS, and DEDICATION needed to make things happen.
Kick Start the New Year by Setting SMART Goals
Many people are not able to articulate what they really want in life in clear and concise language. A good place to start is to make a list of all the things you don’t want or are really unhappy about. The second step is to look at your list of don’t wants and convert each one into something you really want instead. The third step is to turn your wants and desires into specific and measurable goals as a way of gaining clarity and focus. Making your goals SMART is a key step to having your goals become reality.
Persevere. Be Grateful and Productive.
Rather than focusing on all that has to be done – I focus on the potential available to me each step of the way.

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