In answer to your request, below are my responses to the questions:
I would recommend that you watch this video to get some ideas and a structure to help build sales volume over time. It is also good refresher on actions that can be taken to grow a business.
The result I would expect is to see is a positive uptick in the business volume in the short term. In the long term, I would then expect an increase in new opportunities and resulting business, and the potential to penetrate some new customers and markets.
1) I would tell my friend I had found some really good information on how to develop a better sales plan. One that if followed will give positive results in a very short time.
2) I am convinced that if you implement only one or two aspects of this plan you will see results in a few short weeks.
If you watch this video you will get some step-by-step instuctions on how to analyze your customer base and get some solid action-oriented ideas to grow your customer base. My favorite is the time context technique to think more deeply about all the possible print opportunites before and after the actual project you are quoting. Get away from being an order taker and take on a more consultative role.
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{ 9 comments… read them below or add one }
More great comment ... thanks Nick!
I think I can apply this to my business.
In answer to your request, below are my responses to the questions:
I would recommend that you watch this video to get some ideas and a structure to help build sales volume over time. It is also good refresher on actions that can be taken to grow a business.
The result I would expect is to see is a positive uptick in the business volume in the short term. In the long term, I would then expect an increase in new opportunities and resulting business, and the potential to penetrate some new customers and markets.
1) I would tell my friend I had found some really good information on how to develop a better sales plan. One that if followed will give positive results in a very short time.
2) I am convinced that if you implement only one or two aspects of this plan you will see results in a few short weeks.
Watch this video - lots of good ideas for improving sales effort.
Using just one of the techniques - the context timeline - seems like it can increase business and move you away from always just quoting.
If you watch this video you will get some step-by-step instuctions on how to analyze your customer base and get some solid action-oriented ideas to grow your customer base. My favorite is the time context technique to think more deeply about all the possible print opportunites before and after the actual project you are quoting. Get away from being an order taker and take on a more consultative role.
we can't download the audio
The reason to watch this video is to get ideas as to how to increase sales.
"Quick" is the key for these fixes.