How Can Fewer Sales Calls Produce More Sales?

by Jacques Werth

Highly effective sales producers make fewer sales visits.  They only visit the prospects that are most likely to buy from them.  They become more and more skilled at knowing the difference between buyers and “tire kickers”.  They also become very skilled at communicating with real buyers.

Salespeople that follow this strategy close more sales per month (on average) than those who make more sales calls.

What’s Wrong With Cherry Picking?

We teach salespeople how to be “cherry pickers.”  They learn how to find prospects who want to buy what they are selling, and are ready to do so, with no convincing required.

So, what’s wrong with “cherry picking”?  Many salespeople will tell you that it’s not really selling – it’s just order taking.  Perhaps it’s too easy.

Are you getting paid to work hard, or are you getting paid to bring in business?

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