How to Meet Sales Budgets for Current Products & Services

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Opportunities don’t happen. You create them.
— Chris Grosser
 
 

Global markets are changing fast with evolving technology, economic uncertainty and changing customer needs. This uncertainty can make your customers wary about future purchases. Yet, sales budgets increase each year, while the number of sales people and time available for each customer decreases. So, how can you deliver more budget with less resources and increased uncertainty?

Increasing sales is easier from existing customers than finding new customers. Existing customers judge you based on their experience of you now and in the past. Make sure their experience is positive by delivering what you promise and consistently. For referrals you need to deliver excellent customer service, always.

Do your sales staff understand the needs of your customers and the value the company can offer as a whole, not just from it’s products and services? How persuasive are your sales staff? Do they actively listen to what your customers want and need, focusing the pitch on the customer and providing solutions to problems and challenges?

All things being equal, people will do business with and refer business to those people they know, like and trust.
— Bob Burg