Get on the Front Foot in Sales Today

In professional selling I see so many salespeople that are struggling or at best are just in the ‘average’ zone.  The problem evolves from one single fact.  They are ‘reactive’ and not ‘proactive’.  I call it being on the ‘back foot’.

To get anywhere in sales and customer contact you really do need to have a process of being on the ‘front foot’.  In other words you are taking the right action and you do so in a controlled way.  You are moving ahead under control.

So what issues can this have an impact on?  Try some of these:

  • Prospecting
  • Presentations
  • Client contact programs
  • Key account management
  • Sales or order follow up
  • Referral business or leads
  • Database contact

Any of these things offer the opportunity for you to be proactive and in a position of taking action.  That’s how you win new business and grow your market share.

All of this being said the ‘front foot’ process involves a sales person planning what they want to do and action.  It is a deliberate process of moving ahead.

Let’s take prospecting as an example.  Here are some stages to taking the right action:

  1. Researching the new people to call and contact
  2. Establishing the best time to make your prospecting calls
  3. Getting out into your market to door knock the local businesses that may need your services
  4. Tracking the responses from your prospecting processes in a database
  5. Making return calls to people on a regular basis
  6. Creating meaningful content to provide to your clients and prospects

It is easy to see why some people are more successful than others.  It’s a choice.  Put your front foot forward and take the first step.