| Being a top sales producer extends beyond your | | | | your customers every 30 to 60 days Do you |
| technical sales skills into your personal or self | | | | have a customer loyalty plan where you contact |
| leadership skills. You must have knowledge of the | | | | your existing active customers every 30 to 60 |
| results from your marketing and selling actions | | | | days? How about your inactive ones? When was |
| along with incredible self leadership skills. These | | | | the last time you contacted them? Given that for |
| seven sales skills can potentially deliver far more | | | | your customers to maintain a top of mind |
| results than any technical selling skill such as fact | | | | awareness (TOMA) requires at least 3 contacts |
| finding to closing. | | | | per month, what opportunities are you creating |
| Number One Sales Skill: Track Your Progress | | | | for your competitors to steal your customers? |
| Right now, do you know where you stand specific | | | | Number Five Sales Skill: Leave your Ego at the |
| to: | | | | doorWhen times are good and when times are |
| - Leads in your marketing funnel? | | | | bad, your ego should be left at the door. |
| - Follow ups on those leads? | | | | Customers do not owe you a sale nor do they |
| - Statements of work a.k.a. proposals? | | | | owe you a referral. What you owe your |
| - Orders in your sales funnel? | | | | customers is a trusted advisor who is more |
| - Delivery of orders? | | | | concerned about them than a sales person who is |
| - Follow ups after each completed earned sale? | | | | only concerned about himself or herself and |
| - Referrals? | | | | making that next sale |
| Number Two Sales Skill: Know all of your sales | | | | Number Six Sales Skill: Be authentic in ALL actions |
| numbers Do you know all the numbers respective | | | | Are you truly authentic in all of your actions? Do |
| to your sales actions? These numbers may | | | | you mean what you say? Do you follow up on all |
| include and are not limited to: | | | | of your promises? Do you return all calls even |
| - Sales to earn ratio a.k.a. sales to close ratio | | | | when you know them to be potentially bad? |
| - Sales cycle time | | | | Number Seven Sales Skill: Listen more than you |
| - Average dollar value per sale | | | | talk Great sales professionals understand the |
| Number Three Sales Skill: Increase your current | | | | value of listening. As said by many, if you were |
| actions by 10% What would happen if you | | | | designed to talk more than to listen, you would |
| increase your current actions by just 10%? The | | | | have two mouths and only one ear. Use your |
| simple action of increasing your daily focused | | | | two ears at least five times more than your |
| activity might look like this: | | | | mouth. As a wise man once told me: If you are |
| - Instead of making 10 calls per day, you may 11. | | | | telling, you ain't selling. |
| - Instead of setting 10 appointments every two | | | | Regardless if the economy is up or down, these 7 |
| weeks, you set 11 | | | | sales skills can keep your marketing and sales |
| - Instead of making 10 presentations every four | | | | funnels full. You will increase sales and develop |
| weeks, you make 11 | | | | incredible strong customer loyalty. |
| Number Four Sales Skill: Reconnect with all of | | | | |