tailieunhanh - Five Tips to Exceed Your Sales Quota

When purchasing wine, the intrinsic attributes color, type of wine and vintage have been found to influence choice as well as extrinsic attributes including familiarity, price, quality/reliability and suitability. Although the primary extrinsic product attributes influencing the wine purchase decision include the brand, the label and the specific terms utilized in describing wine, Gluckman (1990) advises that the quality of wine is an important characteristic and that the attributes that signal quality to consumers can be either extrinsic or intrinsic. This is because wine quality is based on consumers’ perceptions and these perceptions may be influenced by a. | Five Tips to Exceed Your Sales Quota Engage more prospects Better qualify prospects in the sale cycle Spend more time selling Accelerate your sales cycle Increase communications and sales with existing customers clearmeeting copyright 2006 Audiocast Inc. Introduction Other than lowering your sales quota which we won t consider - exceeding your quota requires some combination of the following Get more new customers more quickly than before Increase the size of your average sale Sell more to existing customers This Guide gives you five tips - concrete Action Steps that we guarantee will maximize your ability to exceed your quota. The key -- stay focused on your Action Items and continue to take actions that advance toward your goal. The results will materialize as a natural by-product of your thoughtful planning and follow-through actions. Action Item 1 Engage more prospects To get new customers more quickly than before it certainly helps to have a large funnel of prospects. But note that this Action Item doesn t simply refer to the number of your prospects. You must develop a personal strategy and action plan to actually engage more of the prospects available to you. To exceed your quota you must be more than an order taker. You must engage and sell that middle third of the prospect pool that doesn t feel the need to buy now or buy from you. The dictionary definition of engage means to occupy the attention or efforts of a person. But how can you occupy the attention of a prospect you ve never met -or someone who doesn t come from a friendly referral source -- or someone who isn t so desperate to buy that they are only looking to you as an order taker Sample Script - Impromptu Prospecting with the help of ClearMeeting Sales Pro Are you online right now Prospect Sure Sales Pro I d like to show you a diagram of the idea we re discussing - go to Prospect OK - I m there. Do I need any download or anything special Sales Pro Nothing special -just type

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