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Pat Bryson, Bryson Broadcasting International
We at Bryson Broadcasting International are available to help your sales staff achieve its next level of expertise. We customize our programs to meet your needs. As needed, we make use of interpreters and produce sales materials in your language. If you would like to discuss your sales training needs, email Pat Bryson.
Click to visit Pat's website.
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The new year is a good time to reassess some of our basic skills as salespeople. Like any professional, how well we execute the basics determines our success.
Organization is one of the key skills for salespeople. How organized are you? We can't handle the volume of business necessary to succeed without using our time wisely . We need methods for dealing with the mountain of paperwork that accompanies success in sales. Make sure that your office,desk, briefcase, and car are clean and well-managed.
- Are you using your daily planner or PDA to organize your appointments?
- Have you noted contract renewals, service calls, copy changes on your calendar?
- Are your client files up-to-date? Do they include all contact details, copies of past contracts, orders, client profiles and copy?
- Have you culled your account list and removed those accounts who are not viable?
- Is your prospecting system in place?
Do you have the tools of your trade close by?
- Pen and Pencil (don't laugh, I've been on calls with salespeople who did not have either of these.)
- Presentation book, full of success letters, station information
- Order forms and agreements
- Pre-call letters
- Business cards
- Expense account books
- Post sales analysis forms
- Blank paper
- Thank you cards
Most people who succeed are willing to put in the extra hours required to do so. One way to maximize the hours you do spend working is to be superbly organized. A few minutes a day of planning can save you HOURS of wasted time.
Now is also a good time to review your personal and professional goals, but that's the subject of another newsletter. Start 2008 off with style...organizational style!
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