Marco Giunta

How to increase sales

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Identifying the Sales Prospect

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Feeling A Sales Slowdown?  Stop Making Excuses: Do This Instead

Many will say that getting sales is hard.    

But if you keep telling yourself this, it will always be your reality.  

Everyone likes to give in to this saying – and while it may be true that it is harder to get those sales, you should resolve yourself to push harder, while others are taking their time off.   Look at it as an opportunity to go full speed ahead, when others are pulling back.    

Here's a rule to follow not only in the summer, but always:

If you don't push to maintain momentum in your sales pipeline AT ALL TIMES, rest assured there will be someone else who will.

  Are you Making Connections or Just Networking?

These two goals are at the salesperson's core.  But let's separate these two for a minute.  

The definition of networking is "the practice of making contact and exchanging information with people, groups or other institutions.

The definition of connecting is "to join – to establish a bond or relationship between – to link together.

There's a big difference between the two.  If you are going through the motions of networking without trying to make a vital connection, you will not get very far in sales.

You should then ask yourself not just if you are networking every day, but rather, are you making new "connections" every day?

The Mindset of the Sales Prospect

Companies  spend large amounts of money each year investing in training their sales force to improve methods, product knowledge, time and activity management, negotiation skills, etc.  

However, they tend to overlook what really drives a person's decision making:  the power of the human psyche. 

One of the most underrated capabilities of the most successful sales professionals is the conscious (or occasionally unconscious) understanding of behavioral psychology and human nature.

 If you can truly push yourself to understand just where your prospect is "emotionally" and "mentally", it will help you to know how to address their needs by hitting the bullseye directly, rather than missing your target completely.,

 

 

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Marco Giunta

Sales Executive
A Sales Strategy and Business Development consultant with over 25 years of successful Senior Sales and Sales Management experience. Hard-charging leader for Fortune 500 clients Morgan Stanley, Staples, JPMC, MetLife, Goldman Sachs, JPMC, Bank of America, Wachovia, and Ross. Consistently earned top ranks in sales performance in every position by bringing revenues, profits and market share to new heights. Thrives on developing new business, revitalizing non-performing sales programs, and increasing company market share.

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