It may be spring but there’s no better time to start thinking about meeting (or even exceeding) year-end sales goals, says expert sales trainer Mark Zokle. Here, Zokle shares his wisdom on how to close out the 4th quarter on the right note.
Interviews and News: We are so glad that you could speak with us this evening.
Mark Zokle: I’m happy to do it.
Interviews and News: Today, we’d like to discuss meeting sales goals. Is there particular strategy that you believe new salespeople should focus on?
Mark Zokle: I think the overall emphasis should be on providing customers with a viable solution. This applies to every industry, by the way.
Interviews and News: Having the right solution doesn’t always pay the bills…
Mark Zokle: That’s true. However, it does pay to be passionate. Enthusiasm is something that will shine through to clients.
Interviews and News: How do you recommend handling a situation when goals are not met?
Mark Zokle: The first thing I would say to do is to evaluate what hindered the process in the first place. Did you lack knowledge about your product or approach the wrong demographic? You have to break down what caused the failure before you can turn things around and achieve success.
Interviews and News: When do companies typically review their sales teams’ goals?
Mark Zokle: For some, it’s a continual process. Others wait until the end of the year.
Interviews and News: Is it possible to scramble at the last minute to meet those year-end goals?
Mark Zokle: It is, and that’s not uncommon in any sales position. My best piece of advice to people new to the profession is to keep an organized record of sales left unclosed so they can be revisited at the end of the year.
Interviews and News: That’s a good idea.
Mark Zokle: You can also review all the proposals that were contracted and make a list of the projects customers wanted to postpone.
Interviews and News: When should I stop trying to sell?
Mark Zokle: Never! You can always look for opportunities to make one more sale. It doesn’t matter what you sell, but the minute you stop is when you fail.
Interviews and News: Is it a good idea to circle back around and contact previous customers?
Mark Zokle: Absolutely. If possible, meet with your top clients to see if they have identified next year’s needs that will need attention.
Interviews and News: Is it appropriate to ask if they have anything left in their budget?
Mark Zokle: If it’s someone that you’ve built a relationship with, yes, but be very tactful.
Interviews and News: Should I contact prospects that have pushed me off?
Mark Zokle: It’s okay to reestablish those connections. You never know when something has come up that you might be able to help with.
Interviews and News: How do you feel about asking for referrals?
Mark Zokle: I think that’s one of the smartest things a sales professional can do.
Interviews and News: Should I push for last-minute meetings in December if the client wants to wait until after the beginning of the year?
Mark Zokle: If your client needs to wait until after January 1, there may be a reason. Keep in mind that it never hurts to have opportunities waiting for you after the ball drops on New Years…
Interviews and News: What tips would you offer to salesmen and women losing motivation at the end of Q4?
Mark Zokle: Seek out new inspiration. Ask yourself what you are working for and go beyond that.
Interviews and News: We appreciate your insight.
Mark Zokle: Anytime.
Mark Zokle has been involved in numerous multi-million dollar transactions. With an expertise in the home improvement industry, Mark Zokle joined the team at BCI Acrylics, Inc. in 2011 and has helped grow this popular bath remodeling company into a nationally-recognized brand.