Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings." A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word topics to get your sales team motivated and inspired. She has over 35 years of marketing and leadership experience.
Episode 163, learn the three priorities to getting your business back on track.
There are three major priori...
Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings." A Simple Strategy to Engage, Inspire, and Empower Your Team. Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word topics to get your sales team motivated and inspired. She has over 35 years of marketing and leadership experience.
Episode 163, learn the three priorities to getting your business back on track.
There are three major priorities that a salesperson must focus on, and they rank in this order of importance.
Priority #1: Writing business!
The top priority is to write business or renew business! This is the payoff. Everything you do with your prime time selling hours needs to feed this objective. If you have the opportunity to close and write an order, this is your highest and best use as a professional salesperson. As a manager, how can we create more time for our team to write more business? What can you delegate to the support team to free more time up to writing business?
Priority #2: Face to face with a Decision Maker
If you are not closing business, your second most crucial urgency is being face-to-face or setting up Zoom calls to present and close a targeted prospect. While Priority #1 is your payoff, Priority #2 and #3 are how you get there. Every minute of your time, every ounce of your energy (if you are not producing revenue) should be getting in front of decision-makers sharing how you can help solve their biggest challenges.
Priority #3: Driving Appointments, (with Qualified Prospects)
I mentioned earlier you need to "Major in the Majors." You need to spend a significant amount of time on things of significant importance to your business. So, it stands to reason that if you are not doing #1, writing business, or doing #2, presenting to a qualified decision-maker, then you better be doing #3. You need to focus on filling your pipeline and prospecting, If you are brand new, or shifted to a new career, creating new conversations or a full calendar of qualified appointments will be your first priority.
If you want to be the best in your industry, Majoring in the Majors, minor in the minors, keep writing business, meet with qualified decision-makers, and keep setting new meetings!
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Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.
