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Selling Is A Numbers Game
| Guest post by: Chris |
Article Overview: Chris Randolph, author of "The Sales Edge" and several other books on professional selling, marketing, internet marketing, personal development and motivation shares a couple ideas on the idea that selling is a numbers game and he takes that idea a couple steps further.
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Selling Is A Numbers Game
Selling is a numbers game right? How many times have you heard that? In some cases, I would agree with that.
However, think about this... If what you're doing isn't working, will doing more of it work? Of course not.
If you're script is off, or if you're not selling with benefits (as opposed to selling with features), if the prospects you're calling are not qualified, or if your product/service isn't up to par with the market then you're spinning your wheels, aren't you?
The first thing you want to do is to analyze exactly what you're doing and figure out what works and what doesn't work. This of course is easier said than done.
What to do, what to do?
Avoid the trauma and destitution of "Sales Limbo". What exactly is "Sales Limbo"?
It's the situation where you don't know if you have a deal or not. It's where you're telling yourself you have a deal but you don't know for sure. The reason you don't know for sure is because you didn't ask the right questions. It's because you're allowing the prospect to blow you off.
You see in every sales process (whether your sales cycle is a couple minutes long or a couple months long), you must be aware of what your next step is. Your goal is to get you and your customer to the next step. The end result is a decision from your prospect. The decision is one of 3 possibilities;
1. YES
2. NO
3. Delay - leading to a YES or a NO
You see, as a sales professional, you have to be very aware of exactly what the next step is at every point of the sales process. What's more important than you being aware of this?
Your prospect has to be aware of it too! You're not the only participant in the process. Your prospect is a very important integral part of the process too! They need to be aware of what's happening next.
If they're not aware of the next step, then you're off-track in the process.
For example; if you're coming back for a follow-up meeting next week with a revision in the proposal, then one of the things you should say is...
"I'm going to come back next Wednesday at 3pm; we'll need about 30 minutes to go over the changes. If we're able to make these changes to your requirements, we can wrap this up at that time See, by asking and clarifying this, you and the prospect are now on the same page and there are no surprises, right?"
What you just told the prospect is that when you show up the next time with the right changes, he's gonna get closed! If he balks at that, you can clarify where you went wrong before you show up. And it'll save you a whole bunch of time.
Doesn't this make more sense?
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Article Tags: chris randolph, couple ideas, get the sales edge, marketing internet marketing, motivation, numbers game, personal development, professional selling
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About the Author: Chris RSS for Chris's articles - Visit Chris's website Entrepreneur, Author, Speaker, Sales Trainer & Coach, Speaker WOW! Simply Amazing! Having spent 6 years as a military officer, Chris Randolph was ingrained with the basic building blocks of management & leadership. Overcoming the challenges in successfully motivating individuals from different backgrounds for a common cause, Chris realized that this was one of his natural talents. In the last 19 years, Chris has applied himself to the study and practice of professional selling, management & leadership techniques, negotiation techniques, presentation skills, fine-tuning life purpose, goal identification & achievement, script writing & marketing. He owns 3 successful businesses; is involved in the day-to-day operations and also functions as a highly productive sales rep of these companies. In spite of an unreasonable fear of cold calling, he has made over 290,000 of these calls and over 4,100 sales presentations! Chris has been able to identify key areas that make ordinary people great. Chris is highly skilled in transferring the techniques he has learned through his one-on-one coaching, group coaching, tele-seminars, interactive workshops, articles, seminars and keynote speeches. He is the author of the book "The Sales Edge: the Difference between an Average Salesperson & the Successful Sales Professional", which is sold in 14 countries around the world. This is a sales manual designed for both the novice and proficient salesperson. The "Sales Edge" describes the whole sales process in a clear concise manner with field-tested and proven strategies. Chris is also the author of "Power Negotiating Secrets", "25 Ways To Increase Sales Now", "How To Handle Every Single Objection", "Goal Setting Strategies For Kids", "Common Sales Sense (and Dollars!)", and "World's Greatest Closes". In his caring, yet firm no-nonsense approach in sharing this powerful information, Chris is able to help his clients transform themselves with a clear sense of purpose. You will find yourself exposed to powerful strategies that will transform your skill level. You will develop a game plan for your financials, profession and personal life. You will get the edge! Visit Chris' website: http://www.GetSalesEdge.com Email: Chris@GetSalesEdge.com Click here to visit Chris's website   Stop Being A Telephone Coward How Can We Build Courage In Our Lives 3 Things You Must Avoid Doing When Sending A Message To Your List 10 Questions To Ask Yourself To Improve Your Personal Life Losing The Deal Yeah It Does Happen To All Sales Professionals too |
Related Forum Posts
The Game Inventor's Guidebook
- by Brian Tinsman, 2002
I checked this out of my local library today and its pretty interesting... didn't address what I wanted to know, which was how to actually design an online gaming system (indeed this doesn't cover online games at all), but for board games etc. it's pretty good.
Here's the TOC:
1. How they diid it:
Trivial Pursuit
Magic, the Gathering
Dungeons & Dragons
Pokemon Trading Card Game
Interview with an inventor
Interview with a publisher
2. How the industry works
1. What's in it for you
2. How new games happen
3. Anatomy of a publisher
4. Markets for games
3. Games and companies you should know
1. Mass market games you should know
2. Mass market companies you should know
3. Hobby games you should know
4. Hobby companies you should know
5. American specialty games and companies you should know
6. European specialty games and companies you should know
4. Self publishing
1. What am I getting into
2. Before you print
3. After you print
5. Selling a game step by step
1. How to invent a game
2. Game design
3. Game development
4. Targeting publishers
5. Before you submit
6. Eight submission strategies
7. Contacting publishers
8. Protecting your property
9. What to do if they don't say yes
10. What to do if they do say yes!
11. The game industry's dirty little secret
6. Resources and examples
Publishers and mnufacturers
Distributors
Brokers
Game conventions and trade shows
Industry publications
Sample query letter
Sample record of disclosure
Sample licensing agreement
Sample option agreement
Re: I will be away
- Hi Guys
Thanks for the good wishes. I had a really relaxing time and as soon as I get caught up will upload some pictures of the Big Game we saw on some of the drives. No lion GT as these parks are privately owned and they don't want predators who will eat the herbivores that they have paid a lot of money for . Saw some elephant though and rhino which was great.
MichelleJ
Re: What are some fun games for small business owners?
- i second Bohnanza Game (aka "the bean game") as a great game for practicing negotiating skills...
Re: Kevin's Case Study #10 - When to become an entrepreneur?
- When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.
Re: This is Marketing Warfare!
- Hey GT,
I guess this was from a while back, and it'll test your memory a bit but could you possibly elaborate on Unique Selling Proposition?
Can you give us some examples of good USPs?
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