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Key #1
In this 10 Key article series, learn how to catapult your
career, your sales and your life through learning superior
'Saleswoman-ship.' Key #1 is Plan Your Formula for
Success
Do you remember the last time you changed jobs? Did it require a
mental adjustment of your self image? Chances are that
uncertainties needed to be overcome. You needed time to grow
into the new shoes.
I remember sitting on an airplane from London bound for Chicago
to meet my first prospective client after I started my company.
I still felt allegiance to my old company, my old job, and my
old colleagues because I had no experiences to draw upon from my
new role. If you are just starting out in sales, or changing
companies, you may experience this too.
However, psychologists say that we can do a lot for ourselves to
speed up the acclimation process for change. If we visualize
ourselves working in the new role, feeling comfortable in the
new role and succeeding in the new role, we will acclimate
faster.
Why is positive visualization important to us in selling? The
answer is straight forward. Whether we are new to sales or want
to improve our returns, we'll be adopting new methods of
operation. We'll be forcing ourselves in new directions, putting
ourselves under new pressures, disciplining ourselves, setting
new goals - all of these will require that we see ourselves
differently. The sooner we do this, the sooner we'll succeed.
Let's look at the specific areas in which you'll want to see
yourself operating successfully in the way of preparation for
selling:
Success Preparation
Set overall goal Break the goal into daily work segments
Carry out these daily segments Gain prospective customers
Spend time on critical activities Create self-management system
charts Organize our work systems
The Sales Training Series: Sell Yourself Before You Sell Your CompanyResearch has proven that customers make five major buying
decisions in the course of any major purchase. These decisions
are always made in the same order. The first is whether to buy
the salesperson--you. The second is whether to buy your
company. Only after those two decisions are made will the
customer seriously consider whether to buy your products.
This means that you need to sell yourself to the customer--by
building rapport while conducting a good needs
assessment--before you begin to sell your company and its
capabilities. Not coincidentally, that needs assessment will
..
Set Overall Goal
Start at the top of the list and set your goals. What do you
want to achieve? Calculate it in some concrete terms. Will it be
a monetary figure, a percentage or multiple of a target set by
your company, a possession to be achieved, or even a promotion?
Now think about how to convert that goal to the actual number of
sales you need in order to achieve your target. Good. Now the
next step is critical and this is the step most unsuccessful
sales people avoid. Divide your total sales into weekly and
daily sales and then calculate the work necessary to achieve
that.
Calculate Workload
How many sales do I want? _____________
How many prospects will I need to see in order to make one
sale?___________________
How many prospects do I need in order to reach my total sales
target? __________________
How much activity do I need to do to generate one prospect?
- Telephone calls ____________
- Direct Mail letters ____________
- Exhibitions or seminars ___________
- Advertisements _____________
- Cold calling _____________
- Other ______________
- Other ______________
What daily activity schedule and results do I have to maintain
Persistence in Prospecting is Simply the Aerobic Training of Sales© A few summers ago I started running Triathlons. At my age,
simply crossing the finish line alive is a real thrill. As my
training continues my focus is on aerobic conditioning. Simply
stated this is the ability to perform some form of exercise for
longer and longer periods of time.
The method recommended by all of the professional trainers and
doctors is Long Slow Distance, LSD. That is swim, bike, and run
for longer and longer distances while maintaining a relatively
stable heart rate. The results should be a stronger ability to
perform at higher heart rates. As you maintain this ..
in order to achieve my goal? (Include visits, telephone calls
and all of the above.)
____________________________
____________________________
____________________________
____________________________
____________________________
____________________________
By answering the questions above, you'll be ahead of 90% of your
colleagues, and you'll kick-start your road to even greater
success.
There are 10 Keys in the Great Sales Success for Women Series.
Visit http://great-sales-training.com/ for more information
About the author:
Business guru Christine Harvey is the author of 6 books sold in
24 languages by 48 publishers, including In Pursuit of Profit,
Successful Selling in a Week, Secrets of the World's Top Sales
Performers, Public Speaking and Leadership Building, and Can a
Girl Run for President? Harvey's high-energy books can be
considered the ultimate sales and marketing success guide. For
more information visit http://christineharvey.com/
Christine HarveySales Training-Plan Your Formula for Success
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