Maintaining sales results in a tough economy requires strong relationships and even partnering with clients, suppliers and prospective buyers.

We all know that people buy from people they like and trust. We also know that once a relationship has been established, it must be maintained to ensure ongoing business and beneficial sales results. If the relationship is not maintained, it is lost and precious sales results dwindle. The cost of finding a new customer is much more expensive than maintaining an existing customer.

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Targeting for sales results in a tough economy is more important than ever before. It is essential that sales professionals clearly define their target prospects by supporting criteria. The supporting criteria should give them the best return on their time investment (R.O.T.I.) and positive sales results.

Begin affecting sales results by dissecting your data base of customers based on predetermined criteria. This should be criteria that you can use to identify your best customers. It could be volume, margins, profits, loyalty, etc, but it must be specific and utilized to distinguish between different levels of clients.

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Tracking sales behaviors in a tough economy requires more discipline than ever before. Prospects are still out there and sales professionals need to step up, not step down, during these tough times. Tracking behaviors will ultimately keep you focused on the behaviors that acquire the best sales results.

You must step up your disciplines which is the key to sales success during tough economic times. It is essential you do more than what you have done in the past to maintain sales. It is necessary to do more dials, ask more questions, step up the visits, evaluate and qualify more often, write more prescriptions and proposals and the sales list goes on.

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In my last blog I mentioned businesses need to be out in the market place in a more proactive way in search of sales results. We discussed not only how businesses need to clearly define their target prospects but they also need to know where to find them and how to approach them in order to nurture their sales results.

In this blog I would like to share how to engage them into a buying process and how to maintain and advance your sales results.

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