It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.
1. Develop a system for everything. There's a fundamental reason why companies like McDonalds, Disney, and FedEx do so well. They havesystems for getting things done. You can too. Think about systematizing all repetitive tasks. Quit reinventing the wheel everyday and you'll close more sales.
2. Schedule your priorities instead of prioritizing your schedule. Read that line again and let it soak in. Keep two lists. One is thlong view and the other is the short view. The short view is what you should be doing today. These lists should be in writing. If you are creating these lists with an electronic planner - be sure to print it, so you can see it and refer to it often throughout the day.
3. When you're in the selling mode keep the A.I.D.A. principle in mind. A-ttention, I-nterest, D-esire, and A-ction. This model has been around a while because it works.
4. Rise and shine 30 minutes earlier everyday - especially if you're lagging in the sales quota department. Allocating an additional 30 minutes every day will enable you to plan more effectively, think more creatively, exercise more regularly, read more frequently, and outfox your competitors more profitably.
5. Hit the books. There are no excuses for not knowing something. None at all. It doesn't take time to succeed in sales it takes knowledge. For example, doing a Google search on these phrases yielded these results:
Sales questions - 56,400,000
Closing the sale - 6,030,000
Negotiating - 13,100,000
Sales tips - 25,900,000
Sales techniques - 16,300,000
Price objections - 1,420,000
You'll get a wealth of information just reviewing the first couple of pages created by your Google search.
6. Keep track of your success. Measure your success and be sure to measure what matters most. Applying a yardstick to everything you do is the quickest way to turn around your sales performance.
Pretend you're Swiss Cheese - and find the holes. Even if your numbers are good right now, they'll get even better when you track all key elements of your sales performance.
7. Poofread your work. Actually, it should have said Proofread your work. When you're running fast you're likely to make more mistakes. The more important the communication is, the more time you should spend proofreading and editing the copy. You're always being judged and the customer is doing the judging. Reading your document "Out loud" will help you catch mistakes before it's too late.
Focus on winning. Eliminate all distractions. Be like a horse withblinders on, when it comes to doing what's important first and yes it might mean letting some things go undone.
The only people who don't have to worry about exceeding quotas, multitasking, dealing with demanding customers, keeping up with technology, and handling a variety of annoyances and problems on a daily basis are resting comfortably in cemeteries.
Isn't it great to be on this side of the SOD?
Buckle up - the last 5 months will be a roller-coaster.
Enjoy the ride!
Jim Meisenheimer shows salespeople how to increase sales and earn more money. Get his FREE No-Brainer Sales Tips E-letter and his Special Selling Report, "The 12 Dumbest Things Salespeople Do." Go here now http://www.meisenheimer.com
![]() |
|
![]() |
|
![]() |
|
![]() |
What exactly is the sales profession? Without a common dialogue... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
It is always important that you use the right terms... Read More
Perhaps the biggest challenge faced by salespeople is the problem... Read More
Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More
Want to increase sales within your company? It's not as... Read More
I love the art of selling. LOVE IT. When I... Read More
All closes are not created equal. Top producers realize every... Read More
When I broke into sales in 1986, I read several... Read More
How many names do you have in your business Rolodex?... Read More
Last Friday, I was spending one last day of freedom... Read More
Here are three proven ways that will increase your sales:1.... Read More
Dogs are great teachers of how to sell easier and... Read More
Just a few critical distinctions can supercharge your communication skills:1... Read More
Your mission as a business owner is to develop a... Read More
The "Three Cs" in building customer relationships are a key... Read More
1. Sell an inexpensive product to sell an expensive product.... Read More
To be totally in tune with the needs of your... Read More
It pays to be specific. I believe that statement is... Read More
In sales, you can work one of two ways. You... Read More
This issue's topic on sales prospects comes in response to... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
When I researched the field of using personality inventories to... Read More
Imagine...you inquire about a product. The salesperson does everything right.... Read More
As Financial Services Sales Professional you need to build trust... Read More
1. They talk instead of LISTEN. Too many salespeople monopolize... Read More
Have you ever heard of the Golden Hour? I live... Read More
My research has clearly shown that, when it comes to... Read More
In sales we do tend to become focused upon our... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
Every sales presentation should start with the approach, or introduction.... Read More
What do you do when you have a big sales... Read More
Every day is critical when you are in the business... Read More
Would you like to multiply your web site sales? Or... Read More
Sales is still a must for any company who wishes... Read More
Ever lost a sale? Of course you have, we all... Read More
If you want a truly successful business, you need to... Read More
Training your salespeople to not waste time working unqualified accounts,... Read More
The quickest way to increase sales is to make things... Read More
1. Negotiate with e-zine publishers to get free or discounted... Read More
Are you worried about whom you'll sell today so you... Read More
"Yeah right!" I thought to myself as I started to... Read More
It makes no difference if you are a Saleswomen, a... Read More
One of the best ways to increase your sales and... Read More
Statistics state that 55% of people judgments are made based... Read More
Every day is critical when you are in the business... Read More
Emotion and reason mix very well together to make excellent... Read More
The most important thing for an auto detailer to do... Read More
It's the prospect. If stalls and objections frequently come up... Read More
Prospecting for future customers can be fun if you approach... Read More
If you've ever flown economy class on an international flight... Read More
Prospect - "So now that I've told you what we... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
Do you invite your prospective customers to ask questions ...or... Read More
A few weeks ago I was onsite at a company... Read More
What's that you say? You can't sell?Oh, you must be... Read More
Mention the word sales or salesman and two out of... Read More
In my business, it has been an interesting and very... Read More
From surveys and experience, we've noticed many setting excellent goals... Read More
Look at your marketing material. Now, is there something missing?... Read More
Unquestionably when the word hypnosis pops-up in a conversation or... Read More
1. Dependability was chosen as the most important.2. Integrity was... Read More
A myth can best be described as somebody or something... Read More
"The Close" is sales jargon for the bit where you... Read More
When five years ago I was faced with having to... Read More
One essential criteria of being a successful salesperson is the... Read More
Sales Training |