Ready, Set, Grow! (Increase Your Sales in 2012)

Ready, Set, Grow! (Increase Your Sales in 2012)

When we enter a new year, many of us reflect what we did in the past year and make changes accordingly to produce a better outcome. However, there are a few consistencies that should remain on our to do list when we consider increasing sales which consist of the following:

1. Expect the best and eliminate negative expectations. The old adage, we get what we expect almost always applies in sales. Always expect and plan for the best. Maintain a positive attitude and eliminate negative assumptions. An excellent analogy of this statement is when a cold call is made and we are told that the prospect is in a meeting at the moment, we immediately think that we are being blocked by the gatekeeper when in actuality the prospect really is in a meeting. Always consider the possibility as opposed to negativity.

2. Take action. Insufficient activity normally equates to insufficient sales. Clarify your sales goals and make a list of action steps that you will take to make those sales goals happen. Break your action steps into quarterly, monthly, weekly and daily activities and perform them with a vengeance. This will enable you to do something towards your goal each day to accomplish what you set out to do. As the saying goes, take small bites of the elephant at a time and eventually the whole elephant will be eaten.

3. Diversify your sales strategies and tactics. Many of us put all of our eggs in one basket when it comes to generating new business such as relying only on referrals or advertising. Learn to apply a mixture of sales tactics/strategies that are both passive and pro-active. Never limit yourself.