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Mrazek Teaches A Prescription For Sales Success
By: Pamela Fields Webb
Issue: 2010jul
Debbie Mrazek, president and founder of The Sales Company, offered the more than 100 women in attendance a prescription for sales success at the sixth annual Women’s Leadership Conference held this week in Las Colinas, Texas. Her opening address was titled, “So Your Sales Need A Shot In The Arm—Now What??
Mrazek, whose Texas-based company helps hundreds of entrepreneurs, individuals and corporations engage in practical, purposeful selling, explained that an honest evaluation of sales is the path to success.
“Go off by yourself and examine your business. Ask yourself the five Ws—who, what, where, when, why and how,” she says. “There are no right or wrong answers—just the truth.”
A dynamic and passionate speaker, Mrazek says completing a sales diagnosis, finding out what is ailing your sales, can offer you the answers you need. Who are your customers, really? How are you different from your competitors, what are the features and benefits you offer to your customers? Then she says, “ACT—acknowledge the truth, choose what you want to do and then track it.”
“How many of you set goals?” Mrazek asked the attendees. “Did you know that 90 percent of sales are done by 10 percent of the salespeople, and those 10 percent set goals?
“Ask yourself questions such as where do you want be in 90 days, six months, six years? What is your process, what products do you offer—do you need to be more profitable or add new products? Also look at the people around you. Who are your customers, suppliers—your team? Determine where you need to make a change,” she says. “You don’t have to make big changes—even small changes make a difference.”
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