Selling Fundamentals
Cont.
- Practice positive mental programming. Nothing affects your sales performance like your attitude. A negative and unfriendly attitude can kill your ability to sell and sell effectively even when you flawlessly execute every aspect of your sales process. People buy from people and negativity keeps the connection from being made. One of the best phrases I ever heard in terms of positive mental programming is that you need to “Stand Guard at the Door to your Mind.” This means you need to consciously feed your mind with positive images and information. When times are tough it is easy to get caught up in the negativity all around us.
- Manage and measure your performance. The single most effective thing you can do to thrive in all economic times is to measure and manage your performance. Almost nobody does this and if they do it is often the minimum amount their company requires. When you measure the key metrics of your performance you can effectively manage your performance. The process is simple. Determine the key metrics of your sales process. These are the inputs and they should be process oriented. Next you measure how well you are performing in these key areas and then you simply vary to inputs to determine the outputs you get. This sounds overly simple and it is.
- Get referrals. The easiest sale to get is one that is made for you. Set up a system for getting referrals and testimonials. Reward and incentivize your referral network and find a way to set up a system. In good times and bad an effective referral system spells the difference between top performers and also-rans.
- Make more sales calls. Times are tough and people just aren’t buying with the same frequency they were a few months ago. Now is the time to get out there and to make more sales calls. Why, because studies have shown that the average salesperson (and you’re not average right? You are striving to be above average) makes 38% fewer sales calls when the economy is down. I don’t know how accurate the statistic is, but I do know that salespeople do tend to lessen the amount of time they are in front of the customer when times are bad. This is good news for you because with a little effort you can effective double the number of sales calls you are making in comparison to the competition.
- Plan your day every day. Professional salespeople take the time to plan their day in advance. In order to excel at anything one needs a goal, what they are looking for; a plan to get there and the discipline to execute that plan. Remaining proactive and in control of your day is the only way to ensure that your plan will be followed and your goal achieved. It is so easy to get caught up in reaction and to have our plans derailed. Daily planning goes a long way towards keeping us on track to achieve our objectives and goals.
Each of these ten elements is an essential component of the effective sales process. Attention to detail in regards to executing in each of these areas will help you to not only survive the tough economic times ahead, they will help you to thrive.
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Sell smarter not harder! Discover secrets for persuasion that show you the fastest way to “Yes”.
“Secrets of Sales Success”
with Kevin Hogan
In tough times you can’t be just another salesperson doing the same things. “Secrets of Sales Success” is not just a rehash of old sales techniques and sales methods, it is a 21st century approach to selling that takes advantage for the latest research findings in human psychology and influence.
In this program you will learn the secrets to:
- “Selling yourself to others”
- “The 10 Laws of Persuasion”
- “21st Century Selling: Selling the Way People Buy!”
- “The Attraction Principle: How to really manifest Your Desires”
This four DVD set provides you with the knowledge to thrive during tough economic times and beyond. If you’re looking for something different that will set you apart from the crowd this is the sales program for you.
What you will learn:
- Key Triggers that cause people to buy
- How to program your brain so you literally propel yourself to success
-
Real life Tested and Proven Sales Strategies
How to frame your sales presentation around the customer’s buying triggers - How to get your customers to sell themselves
- The key drives that get people to say, “Yes!”
- The 10 laws of Persuasion
- The EXACT Formula you need to manifest your dreams.
- The 8 step pattern to attract what you want in life
- How to Stop Self-Sabotage
- And much more…
Everything in this sales program has been developed from solid and extensive scientific research and tested in real life by real salespeople whose livelihood depends on making the sale
