The Quickest Way to More Sales: Your Efficiency | Sales Strategies

I've been spending a lot of time talking about reducing labor in sales. In fact, we had a blog post about it a few weeks ago as well as a Facebook Live video.

We need to be more efficient and effective in every hour in every day that we have because let's face it, our quotas are going up. Expectations certainly aren't dropping anytime soon. So, here are three things you should be doing to reduce the labor involved in every sale.

First, store everything in one place. I can't tell you how many sellers that I meet waste time because they keep papers in one place and presentations or other materials somewhere else. They waste so much time just trying to find things.

Next, do not send any proposals without some kind of verbal confirmation or agreement about what's in the proposal and whether the client has the propensity to move forward. It will save you hours of rewriting and presenting proposals if you get it right the first time.

Finally, always provide options in the proposal. It can be 2, 3, or even 4 options. That way, the buyer isn't forced to say, "I don't like this option, so I'll move on", and you don't have to write another proposal for them. If you provide options for how the buyer can do business with you, then they can either pick one or they can pick and choose things they like from each option.

P.S. Are you a speaker, trainer, consultant or small business owner? Don’t miss my upcoming limited-attendance event on creating never-ending value client relationships, presented along with Alan Weiss in Miami Beach! Learn more at: www.EngageSelling.com/grow