Chris Croft
Tips of the Month – Archive

Selling Skills Tip 5


Being liked

Scientific selling – what should you measure?

What should you prepare?

The Sales Tightrope

Points system for keeping your pipeline full

Networking: top tips

Go at the same speed as them

Hot buttons

The five E’s of networking

Never tell them they’re wrong

May your pipeline always be full

.......Daily points system.

Sales people are often only measured by the orders they get. Whilst this is ultimately what they are for, the process leading up to it often gets unrewarded - and I don't mean financially (though I suppose it could be that too) but I mean that it should be recognised.

You could encourage yourself (or your team) to keep your/their pipeline full by having a points system as follows:

One point for getting a lead or referral, which includes the decision-maker's name.

Two points for getting an appointment to meet the decision-maker.

Three points for meeting the decision-maker face to face.

Four points for making a sale.

If you can get a total of four points or more every day you'll be extremely successful as your pipeline will always be full.

How many points did you get today?

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