Quick Turnaround

There are many opportunities in sales to keep momentum moving in your favor.  Many ways to increase your chances of getting the business.  Obvious ways such as best product, best price, best relationship.  Controllable factors such as presentation, appearance, and follow-up.  Luck such as good timing.

In many cases the best way to keep the momentum is quick turnaround.  This is an extension of follow-up, but contains substance that can close the business or move it on to the next step.  At the conclusion of any successful meeting, there will always be something that you owe the client to move forward.  Hopefully, it's a contract proposal.  The quicker you get this in the hands of the client, the better your chances are of moving into the drivers seat for the business.

Today I met with a client around lunch time.  He's very urgent to get moving, and asked when we could get a proposal to him.  I answered "by lunch time tomorrow" and he was surprised and excited about my eagerness to help keep his project moving.  The stars and moons aligned, and we were able to get a proposal in his hands before the end of business today.  It's too soon to know if we're going to get the business or not, but based on our response I've got to believe that we're in a good position.

We spend our time analyzing the controllable factors in sales, we strictly evaluate the intagible traits of our sales force, and we game plan for new markets in which we can develop.  But we often forget the low hanging fruit of increasing sales..............do a better job with the opportunities which lie in front of us.  We take short cuts and rush through the deliverable busy work.  I know that if we all just execute more efficiently, and a produce with higher quality...........success will follow.

**  cheap italian food + cheap glass of wine = idontfeelsogood