| They told you when you first started selling that | | | | put you in touch with your potential clients or |
| you were going to get allot more "nos" than | | | | customers. Brainstorm this out with an associate |
| "yeses" and that "no" means NEXT. That's what | | | | manager/broker and select 2 or 3. Follow your |
| they told you. They said that's what you are paid | | | | decision for at least 90 days and then evaluate. Is |
| a commission for, not a guaranteed salary. That's | | | | this going to pay off or do you need to make a |
| what they told you. They told you that if you | | | | change? But, stay active. |
| followed the proven track record of countless | | | | Show up on time or a little early, look the |
| thousands of successful people who came before | | | | part (hair, accessories, pressed clothing, breathe, |
| you, that you too would become successful. | | | | etc.), be prepared with presentation materials and, |
| That's what they told you. And they were telling | | | | in general, show respect to the prospect, client or |
| the truth. | | | | customer. People don't care how much you know |
| So how come the 80/20 rule is real? Why is the | | | | until they know how much you care. |
| percentage of successful sales people or | | | | Give a powerful presentation. Use your ears |
| entrepreneurs in any industry you can name so | | | | and mouth in direct proportion to which you have |
| small? When the scripts are the same, the | | | | them. Ask interested and interesting questions. |
| market is the same, the objections, the products | | | | Prepare. Listen well and really pay attention |
| are the same or at least similar, why are results | | | | instead of preparing for your next glib comment. |
| so negatively lopsided? Ah, the human and it's | | | | Let them tell you what they want, but more |
| capacity to complicate things. Ego, fears, | | | | importantly, let them express themselves. People |
| arrogance, impatience, greed, etc. | | | | want to be heard. |
| No one has THE answer, but without playing the | | | | Ask for the order. What went on in your |
| Freudian game of trying to figure out WHY things | | | | mind might not have gone on in theirs. Don't |
| are the way they are, starting here, wherever | | | | make assumptions. If it's not appropriate to ask |
| you are, and moving forward, will always get you | | | | for the order, ask for the next reasonable |
| farther down the road. WHY is as irrelevant as | | | | commitment., but keep the sales flow moving |
| playing the "BLAME GAME." When you've taken | | | | forward by getting a commitment for them to do |
| thousands of dollars worth of golf lessons, the | | | | something positive in a timely manner. |
| best advice when you're teeing off on the first | | | | Under promise and over perform. Customer |
| hole is to, "tee it high and let it fly." The previous | | | | service is doing what you've said you will do and |
| thought is obviously not just for golfers. Don't | | | | something more. When you stay in touch always |
| over think the situation. | | | | have something positive to share. To avoid |
| Here's a sales success checklist: | | | | hitches in the sales process, keep communications |
| About 15% of the sales population set goals | | | | lines open and upbeat. |
| that are meaningful. Think it's a coincidence that | | | | Post sell. Confirm the great decision the buyer |
| about 20% of that same population is successful? | | | | made. Review the selling points on which the |
| Set long term (more than 1 year) short term (1 | | | | buying decision was made to avoid buyer's |
| year or less) daily goals (to do list written the | | | | remorse. |
| night before). Long and short term goals are | | | | Wait for the appropriate time to ask for |
| exact, have a target or due date for | | | | referrals. When the buyer is feeling good about his |
| accomplishment (urgency). Review long and short | | | | purchase and sees you as instrumental in the |
| term goals often, if briefly, for accountability and | | | | positive outcome is the perfect time to ask for |
| perspective. | | | | referrals. If you don't have the buyer's attention |
| Prospect (warm call, cold call, lead generating, | | | | due to other distractions, hold off asking until he's |
| etc.) whatever euphemism you choose, talk to | | | | ready to really focus on you and your request. |
| people. How many per day/week/month? You | | | | Certainly you need to know your product or |
| just can't get around making contacts pro-actively. | | | | service inside and out, but knowledge alone won't |
| You don't enjoy this? Do it anyway. Sales is not | | | | make the deciding difference. In sales, the cliché |
| about you, it's about them. Contact lots of | | | | that still says it all is, "people don't care how much |
| "thems." There are many systems available. | | | | you know until they know how much you care." |
| Develop a number of steams of income. | | | | Now, go sell something! |
| There are lots of ways of creating niches that | | | | |