Sales Objectives For Better Focus

Setting sales objectives for every call, meeting or sales interaction should become a common activity that you carry out.

Why?

Well, that’s simple – it improves your focus and gives you a goal for your interaction.

So whether you’re making a cold call or meeting a prospect for the first time you need to think about putting some objectives down like:

* What do I want to achieve in this call/meeting?

* What outcome do I want?

* What actions do I want to happen at the end of the call/meeting?

* How will I know if I’m successful?

* If I do not achieve my primary objective, what will I go for then?

Let’s go through a quick example:

* What do I want to achieve in this sales meeting?

Fact find and gain pain/information from the prospect so I can put a proposal together.

* What outcome do I want?

1. Have all of my questions answered so I am clear as to what they want.

2. Position our company as the market leaders

3. Set up another meeting to return with the proposal

* What actions do I want to happen at the end of the call/meeting?

Set up another meeting for 1 weeks time to return with my ideas and proposal

* How will I know if I’m successful?

Sufficient information gathered from the prospect so I can put the proposal together and dates booked in the diary and confirmed

* If I do not achieve my primary objective, what will I go for then?

1. Obtain competitor information of who they are currently using

2. Find out information about who the decision makers are

3. Find out when their existing supplier contract ends

That was a simplified idea but I hope you get the point!

Setting sales objectives is so critical for your sales career. You need to set them for everything!

When you do you will find that your focus and sales improve dramatically!

Happy Sales Objective Setting!

Sean

Sean McPheat
Managing Director
MTD Sales Training

Telephone: 0800 849 6732

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