If you have been selling for a while, you know how it feels to receive your new sales goals for the year. I would look at it and say “if I did not achieve my smaller goal last year, how would I be able to make it with 23% increase?". Trust me, the goal will never decrease, it may stall, but not for long. Those moments of truth are harsh as reality can ever be but, don't sweat it if you can't change it.
The focus on meeting the sales goals will hunt you all year but, you have a more important challenge to deal with, the customer. You see, without your customer, you have no chance of making any goal, small or big. So why don't you shift some of your focus on the customer? What can you do to keep that customer and grow their business? Grow their business? That would be one way to increase your goal attainment. Then, let us focus on the customer for a second here; do you have all the business there? Or do you share some with the competition? Here are some tips to start digging for more business:
• If you sell a product to your customer, did you ever ask if they need this product for another branch of their company? If you never did, do so, it would not hurt you. Do you have another product that you never offered your customer before? Does your customer buy a product from your competition that your company offers? It is time to get in the game and discuss your competitive product.
• If you sell services, does your customer utilize all your services? Do they even have a need for other services? If your customer utilizes other service providers, they must have a need that you can fulfill. Get in the game and discuss their needs.
Get to know your customers as you will need that knowledge to get ahead of your competition and certainly, help you to meet your sales goals. And always remember, People buy from people and your relationship with your customer can and will be your asset.
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