TURN SUMMER INTO A FALL INCOME INCREASE!
Why do some salespeople’s sales plateau . . . or even decline? There is only one reason for a decline in sales and income . . . and that is a decline in the number of new accounts that a sales person opens.
We used to have a sales person, who passed on years ago, but left us with some time honored wisdom. He always said to me, “Curt, ALL accounts have finite lives. It’s only a matter of time until you lose them!” Consequently he made it a point to open as many new accounts as he could each week AND CONSEQUENTLY he was one of our Top Producers. He wasn’t, however, our best salesman, just someone who wrote more volume because he had more accounts than most of the other salespeople!
New Accounts are the lifeblood of our business AND believe it or not, Summer is a good time to add accounts to your file box. Yes, more buyers are on vacation, but the ones that aren’t are more willing to talk to you. If they aren’t in, get their business card and set appointments in the afternoon between Repeat Phone calls. Use those “cool” mornings to make “cold” calls. If they’re in, pitch them. If not, get their business card and set an appointment.
So, use Summer to refill your file box and watch your volume take a leap this Summer and especially this Fall. In the Summer the number of Calls you make increases but so does your Closing percentage AND your Sales AND most importantly your INCOME INCREASES!!
President Curt Kesselring