Free Articles on Sales and many other topics
Another free Sales article for you by Dr. Rick Johnson
Titled: New Territory Sales Tips Get the Sales category RSS Feed

New Territory Sales Tips

Article Summary: This article lits sixteen tips that will lead to increased sales. They are effective regardless of your tenure in your territory but they are especially helpful for the sales person that takes over a new territory. Sales effectiveness based on best practice hedges your bet for success.

These are a few sales tips you should follow for a New Territory.

• Meet and qualify all the accounts in your territory before you begin to focus on a few.

• Do your homework. Know your company first; the strong points, the weak points. Know who and what your internal resources are. What is your company’s sweet spot? What is your competitive advantage?

• Do your homework. Know your customers. What do they buy? How do they buy? Who are their five largest customers? Research your customer and their industry on the web. Become an industry expert for your customer. Meet people and cultivate relationships beyond your customers purchasing department.

• Create a call plan prior to every call. The objective can be as simple as getting an appointment with someone higher up in management to meet with your management.

• Keep a data record on every buyer at your major accounts. Get to know them as well as their family knows them.

• Create an itinerary for each week. Know what you are going to do. Set at least two base appointments in the morning and afternoon with major accounts. Fill in around these appointments as appropriate. Know your customers’ personality. People buy from people so develop a relationship with each of your customers.

• Create a territory plan. Establish goals, identify milestones, create a time line and engage all your resources including upper management.

• Create an action plan for every major account. Know your customers’ "Rules of Engagement." What keeps them up at night? Create a strategy that involves your entire team including the President of your company if appropriate.

• Set specific goals and objectives. Write them down.

• Maintain a positive attitude. Don’t procrastinate on anything.

• Keep your promises. Don’t make promises you can’t keep.

• Sell yourself first. Develop a trusted relationship, and then sell your company.

• Study your value proposition and your company’s core competencies.

• Think creatively. Think outside the box.

• If voicemail is blocking your contact, call someone else’s extension as if by mistake and ask them to transfer you. Voicemail has become the "gate keeper." Call early before business hours or later after business hours.

• Listen more – speak less. Get your customer to talk about himself. If your customer spends most of the time in a sales call talking about himself, he can’t help but like you. Apply the 80/20 rule – listen 80% of the time.

Article Source: http://www.upublish.info

About the Author:
Dr. Rick Johnson
Dr. Rick Johnson (rick@ceostrategist.com) is founder of CEO Strategist LLC. an experienced based firm specializing in strategic leadership . CEO Strategist works in an advisory capacity with company executives in board representation, executive coaching, education and training to make the changes necessary to create competitive advantage. You can contact them by calling 352-750-0868, or visit www.ceostrategist.com for more information. Rick received an MBA from Keller Graduate School in Chicago, Illinois,a Bachelor's degree from Capital University and his PhD in strategic leadership.