Georges Simple Plan
Georges Simple Plan
He asked, "For instance?"
I said, "Well what's really important for you to achieve in the coming year?"
George said, "Well I want more money!"
I asked "How much more?" He answered, "Twice what I get now."
George now makes about $100,000 a year selling life insurance so I asked him, "Do you think you could increase your sales commissions by 15% in 2006?"
Getting serious, he said, "15%? Yeah. That's only 15 grand. I should be able to do that with a bit of extra effort. Why?"
"Because, if you can increase your income by 15% every year, in 5 years you'll be earning over $200,000 a year."
He said, "Good. That's what I want. What's next?"
I asked "What would you have to do, George, to increase your income by 15% a year?"
"Guess I'd have to sell more policies, or larger policies."
"Which is easier?"
"Well, I don't have the time it'd take to sell that many more policies, so I'd have to sell larger ones."
"And how would you do that?" I ask.
"I doubt that my present clientele will start buying bigger policies," says George, "so I'll have to acquire prospects that have a need for them."
"So you're looking for wealthier prospects. Is that it?"
"Yeah."
"But you said you don't have the time to sell more policies, so where would you find the time to find, and approach these wealthier prospects?"
"I guess I'll have to trim my present list of clients."
"And how would you do that?"
"Well, some are time-wasters who want to talk, who bought a policy from me years ago, and haven't bought since. I can eliminate those easily by not contacting them."
"What else?"
"Well, at the other end of the spectrum, I have a client who, though he's bought large policies from me, is a real pain in the butt. He's a bully, who wants to be treated better than anyone else, and wastes too much of my time demanding special service, and my immediate attention to his demands."
"And?"
"And the truth is, I can't really afford him. He's too high maintenance, and doesn't offer a good return on the time and effort I've been investing in him. And he's never given me a referral in all the years I've worked with him."
"So?
"So I'll give him to another agent who needs the business enough to put up with him."
"He never gave you a referral. Are referrals that important?"
"Yep. In fact, I should make that one of the factors in my new prospect profile."
"I'd like to hear more about that, George, but right now I have to work on my own simple plan for 2006!"
Georges Simple Plan - To learn more about this author, visit Donald F. Pooley's Website.
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George Anderson asked me about new year's resolutions, so I told him they didn't work for me. He asked me what did. I said to decide on what's really important to achieve in the coming year, then devise a simple plan to get me to where I want to be.
He asked, "For instance?"
I said, "Well what's really important for you to achieve in the coming year?"
George said, "Well I want more money!"
I asked "How much more?" He answered, "Twice what I get now."
George now makes about $100,000 a year selling life insurance so I asked him, "Do you think you could increase your sales commissions by 15% in 2006?"
Getting serious, he said, "15%? Yeah. That's only 15 grand. I should be able to do that with a bit of extra effort. Why?"
"Because, if you can increase your income by 15% every year, in 5 years you'll be earning over $200,000 a year."
He said, "Good. That's what I want. What's next?"
I asked "What would you have to do, George, to increase your income by 15% a year?"
"Guess I'd have to sell more policies, or larger policies."
"Which is easier?"
"Well, I don't have the time it'd take to sell that many more policies, so I'd have to sell larger ones."
"And how would you do that?" I ask.
"I doubt that my present clientele will start buying bigger policies," says George, "so I'll have to acquire prospects that have a need for them."
"So you're looking for wealthier prospects. Is that it?"
"Yeah."
"But you said you don't have the time to sell more policies, so where would you find the time to find, and approach these wealthier prospects?"
"I guess I'll have to trim my present list of clients."
"And how would you do that?"
"Well, some are time-wasters who want to talk, who bought a policy from me years ago, and haven't bought since. I can eliminate those easily by not contacting them."
"What else?"
"Well, at the other end of the spectrum, I have a client who, though he's bought large policies from me, is a real pain in the butt. He's a bully, who wants to be treated better than anyone else, and wastes too much of my time demanding special service, and my immediate attention to his demands."
"And?"
"And the truth is, I can't really afford him. He's too high maintenance, and doesn't offer a good return on the time and effort I've been investing in him. And he's never given me a referral in all the years I've worked with him."
"So?
"So I'll give him to another agent who needs the business enough to put up with him."
"He never gave you a referral. Are referrals that important?"
"Yep. In fact, I should make that one of the factors in my new prospect profile."
"I'd like to hear more about that, George, but right now I have to work on my own simple plan for 2006!"
Georges Simple Plan - To learn more about this author, visit Donald F. Pooley's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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