100 ways to improve your sales success
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Set yourself short, medium and long term goals that reflect the way the market is changing
26. Prospecting. Put together your hit list of prospective customers; targeted at people most likely to buy your products or services. Keep the list manageable. If you are going to contact 50 people a week every 4 weeks, you need 200 prospects. Quality is better than quantity
27. Keep targeting them. Most people don’t buy first time, especially if you are selling the idea of an appointment to meet you.
28. Set aside time for prospecting. It works best if it is, say, every Monday morning, or whatever day you prefer. The key is making it every week without fail. This is what the top salespeople do
29. If you are phoning your prospects write yourself a script and practise it with colleagues. When preparing a script
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