Prospecting

Have you ever missed a signal that there was really never a "deal"? A silent, unspoken or politely dressed up "No."

Traditional sales training taught us, of course, "never to take 'No' for an answer."

When we hear "No', we immediately begin to flick through our mental tome of "overcoming stalls and objections". We ready ourselves to deliver the knock-out blow of a 'tired and testing' response that is 'guaranteed' to flip that 'No' into a 'Yes'.

Of course, the prospect has developed their own tome of "salesperson loses" responses designed to counter-act the effects of the traditional salespersons 'closing' technique.

The debate then rages on, both parties 'objection' wrestling furiously, until the other is exhausted.

Landing clients is the 'petrol in the engine' of business.

It is the 'bread and butter' issue that makes the difference between a successful Firm and a struggling one.

Here's 5 more practical things you can do to build your Firm's business. These timeless principles can be applied again and again, day after day, year after year, decade after decade.

They are proven to generate new revenue, new client accounts, new opportunities, when done right.

So, you've spent years building the skills you need for your business to be successful.

Hours, Days, Weeks, Months, Years, Decades of study, discipline, experience, continuous education, technical training.

Over time, you start to bring people in around you, to build out your team.

Each member of your growing team has, are, and will invest hours, days, weeks, months, years, decades of study, discipline, experience, continuous education, technical training.

Over time, 10's of years, becomes 100's of years of skill and experience.

What is missing, I often find, are the skills to generate business. Sales, if you will.

Ironically, the single, most, important skill every business owner needs, and every team member should have.

Generating New Business opportunities one of the essential growth ingredients in any successful business.

Here's a Mystery.  

Most departments in an organisation have a common language and a common process.

Everyone in Accounting talks the same language.

In Marketing, there's a very analytical process by which everyone agrees to measure results.

In Operations or Engineering, or any other part of the organisation you care to name, everyone agrees on the process by which things get done, and everyone agrees on the key terms that connect to the process.

As organizations grow, they realise that there are numerous different ways to define success.
A new business, for example, will be immensely satisfied the first year the operation returns a profit.

On the other hand, a more established company may expect to see a specified rate of growth year over year.

Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you. Here are a few different ways that you can consider defining your success.

Sales success depends on building a solid, growing client base. The first impression you make while prospecting for new clients can make or break your ability to secure new business. You only have seven seconds to make your first impression with a client. Here's how to make those seven seconds count!

Make a Positive First Impression Within Seconds