We had a similar problem once, except....
It was a month of unfullfilled sales. Property owner denied roof access.
Customer couldn't get line of sight or good signal.
So it was a month of hard sales work, but resulting only in losing lots of
money, discouragement of unfullfilled reward, not a month of progress.
I think the most important step is not sales, its prospecting. (I'm not sure
if thats the right word. I mean targeting how sales are generated, so sales
efforts result in sales that convert to income)
If all day is spent taking the wrong kind of orders, one can't make the time
to sell. Its to tempting to pass up an attempt to take an order.
Tom DeReggi
RapidDSL & Wireless, Inc
IntAirNet- Fixed Wireless Broadband
----- Original Message -----
From: "Travis Johnson" <[EMAIL PROTECTED]>
To: <[EMAIL PROTECTED]>; "WISPA General List" <wireless@wispa.org>
Sent: Wednesday, December 20, 2006 11:58 PM
Subject: Re: [WISPA] sales 101
The problem comes when you have too much business so you stop selling...
and yes, it happens. We are in that "phase" right now... can't seem to
hire people fast enough... and yet we haven't done any real "sales" for
over a year... (currently have 84 wireless orders waiting to be
installed... that's a full month with 5 full-time installers.)
Travis
Microserv
Peter R. wrote:
Selling is actively working a process or plan to ink deals.
It involves prospecting, answering objections, providing a value
proposition, inking contracts.
Charles is right about the used car sales attitude, but that isn't
usually the issue.
Usually the issue is that no one is selling... everyone is just taking
the orders as they come in.
That's like saying the guy at the post office is in sales... "How many
stamps do you want?"
Cold calling, door knocking, networking and prospecting are sales
activities.
Waiting by the phone is not :)
Peter Radizeski
RAD-INFO, Inc.
Marketing IDEA guy.com
Charles Wu wrote:
<snip>
Profile your best clients.
Pick out who you want your clients to be.
Research them.
Be in front of them.
Sell them.
</snip>
Here's one thing to discuss -- "selling" vs "order taking"
The conundrum of sales is that everyone LOVES to buy, but HATES being
sold
to
When one goes in the mentality to try to "sell something" -- more often
than
not, one ends up more like the "greasy car salesperson" that leaves a
bad
taste in someone's mouth
-Charles
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