What is a business without sales? If you want to survive and thrive you must have customers that purchase goods and services. This is true for all organizations even non-profit. An abundance of customers justifies an organization’s reason to exist. Of course you need to keep and serve your customers so they keep coming back. But the task of acquiring customers is the domain of the sales and marketing professionals.
Sales people can be the hardest to manage and motivate as they tend to be high energy and independent types. If you are still reading this you are probably responsible for sales or you are a sales person yourself.
I recently wrote about changing gears and setting a new highly important goal or target to achieve over the next 6 months. Let’s use a sales goal or target to drive that process further. You can apply your own goal or target to this approach.
1. Clarify the target. Example: Sell for $253,000 from August 1st to Jan 31st 2. Identify and list what needs to happen to hit the target. Example: Customer List - Review current customer list for opportunities, Contact customers from list over the next 30 days.
3. Identify what can hold you back or impede your progress. Example: Personal motivation; work habits and personal organization; getting to the decision-maker.
4. Develop solutions. Example: Block time in my calendar to take action, and hold it sacred; use my network of contacts to get the decision-maker to meet with me.
Now it is time to take action and this is where focus and hard disciplined work comes in. The working smarter part is done and needs to be monitored to see if you are on track. But action is now what it takes to ring up the new sales and profits. Self-confidence and personal belief also play a huge role because when we set new higher goals we may trigger self-limiting beliefs. A few weeks ago I was cycling with a group and John who races was leading the pack and decided to pick up the speed to 47km an hour. When I looked down at the speedometer and saw my speed a little voice inside said “you can’t do that” and suddenly I was dropped from the group. When we completed the ride we talked about what had happened and when I shared my experience John told me that when he races and feels that his body and mind are screaming to stop, he tells himself, “if they can do it, I can do it”. This is what I mean by self-limiting beliefs and how we need to listen to our self-talk and displace anything that can hold us back with positive affirmations and images of success. This is what highly successful people have trained themselves to do and why training and development is so highly important for ensuring success.
Stephen Goldberg
Sell, Sell, Sell, Sell - To learn more about this author, visit Stephen Goldberg's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
An old refrigerator will show you how to INCREASE YOUR PROFITS
|
| |
INCREASE YOUR SALES IMMEDATELY
When you are selling to your customer talk to them about the benefits. Never talk about the features unless you talk about the benefits too.
|
The Secret of Door to Door Street Marketing
|
| |
This article will show you a way to sell more of your products or services than you thought possible WITHOUT even knocking on one door.
|
Do a better job, and you will get paid more
|
| |
Do a better job selling BENEFITS and your sales and profits will increase.. Guaranteed!
|
HOW TO AVOID SOUNDING LIKE JUST ANOTHER SALES REP
|
| |
Excerpt: If you want to avoid sounding like another company trying to sell something, DON'T SELL. You're thinking right now, "Ron you're off your rocker." What do you mean, don't sell? That's what I'm hired ...
|
Stress-Free Selling® - Do Your Proposals Sell?
|
| |
How often is your proposal evaluated by people who were not part of your previous meetings?
Regardless the communication method (in person, phone, email, fax, etc.), many proposals are reviewed by superiors, comm...
|
|
|
Stephen Goldberg
(Visit Stephen's Website)
What makes a highly effective speaker,
facilitator or coach? Someone creative,
flexible, engaging, knowledgeable, and
committed to helping others, makes a big
impact on his audience.
With over thirteen years’ experience as a
facilitator and coach, and a practical
business and sales background, Stephen
Goldberg possesses these essential
qualities, and more.
Creating fast-paced learning through
interactive activities, and engaging
listeners with humour and stories,
Stephen‘s from-the-heart style of delivery
responds and adapts to the specific needs
of each event’s participants, entertaining
while always stimulating learning and
growth. The visually rich multimedia
presentations that accompany his speeches
capture the attention and the emotions of
his audience. Read more at www.optimusperformance.ca/e
n-products.php
Stephen is regularly featured in articles
in the Montreal Gazette Business and
Working life sections. He is the owner of
Optimus Performance, a successful human
resources development and consulting
company, and publishes its monthly
e-newsletter.Sign up for it at visitor.co
nstantcontact.com/email.jsp?m=110131599017
1&p=oi
|
|
 |
|
|
|
|