Doubling Your Sales in 30 Days a Scentific Exercise
Doubling Your Sales in 30 Days a Scentific Exercise
Everyone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any judge, more than 50% of them won’t be there! So size is no guarantee of survival, let alone success.
To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way.
Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!
It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! But at least by reading you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.
Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work
We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or perhaps even by sitting and analysing the return on each sales activities you engage in, you too can discover that predictive USE.
This automatically achieves 2 vital criteria for success. Firstly, most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!
Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.
Step 2: Do the Important Things More Often
This might sound simple but in fact it actually describes a cycle: Plan it >>> Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Plan it >>> Schedule it, etc.
For this to work, it means that there must be a documented system and that system is inviolable. For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time!
Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!
Whilst selling appointments (and your performance at them) are certainly important, you will quickly run out of them if you don't put your attention where it really matters: the building blocks to getting those appointments in the first place!
Sure, from time to time it’s necessary to change your scheduled activities around those building blocks, but only in an emergency, such as a client leaving the country and needing to see you NOW.
Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.
Step 3: Do it Better
To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:
1 Learning more effective ways to describe your product or service.
This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.
2 Learn to understand body language and other non-verbal communication from the client, so well that you can
*** Gain fabulous rapport even with tough clients
*** Identify an objection coming even before the client is aware of it and “cut it off at the roots”
*** Respond appropriately to more and more subtle buying signals
3 Dump “closing” and substitute “wrap-ups” instead.
These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!
4 Learn how to replace cold calling by finding out how to get masses of interested and qualified clients calling YOU.
There are so many strategies to achieve this, and I recommend the above report, as well as our article on intelligent networking, also available free from our web site, in order to achieve this step. It’s much easier than you think!
Good News! It Doesn’t Have to Cost a Fortune to Get This Knowledge!
Believe it or not, you can now get help on-line, totally free, to make each of those steps a reality, to start making the sound, proven changes that already have led to an average increase in sales of not just double in 30 days, but 598% in 90 days.
How is this achieved? Through a brand new innovation which you could think of as the corporate alternative to MySpace. This newly-launched initiative is called "My Speed Business Network" and you will never believe the powerful business development resources that are available to you as a FREE Member of My Speed Business Network.
Not only can you get help to develop strategies to build sales, develop your business or solve business challenges, but you can also:
*** Network
*** Search for people by name, company, title, occupation
*** Put up classifieds
*** Announce seminars or other events
*** Join common-interest clubs or start your own
*** Run your own company blog
*** And much, much more!
Come and take a look at this amazing professional resource at www.betterbusiness.speedbusinessnetworking.com - I promise you'll be amazed.
Doubling Your Sales in 30 Days a Scentific Exercise - To learn more about this author, visit Christine Sutherland's Website.
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Start With the Real Facts about Failure
Everyone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any judge, more than 50% of them won’t be there! So size is no guarantee of survival, let alone success.
To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way.
Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!
It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! But at least by reading you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.
Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work
We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or perhaps even by sitting and analysing the return on each sales activities you engage in, you too can discover that predictive USE.
This automatically achieves 2 vital criteria for success. Firstly, most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!
Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.
Step 2: Do the Important Things More Often
This might sound simple but in fact it actually describes a cycle: Plan it >>> Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Plan it >>> Schedule it, etc.
For this to work, it means that there must be a documented system and that system is inviolable. For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time!
Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!
Whilst selling appointments (and your performance at them) are certainly important, you will quickly run out of them if you don't put your attention where it really matters: the building blocks to getting those appointments in the first place!
Sure, from time to time it’s necessary to change your scheduled activities around those building blocks, but only in an emergency, such as a client leaving the country and needing to see you NOW.
Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.
Step 3: Do it Better
To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:
1 Learning more effective ways to describe your product or service.
This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.
2 Learn to understand body language and other non-verbal communication from the client, so well that you can
*** Gain fabulous rapport even with tough clients
*** Identify an objection coming even before the client is aware of it and “cut it off at the roots”
*** Respond appropriately to more and more subtle buying signals
3 Dump “closing” and substitute “wrap-ups” instead.
These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!
4 Learn how to replace cold calling by finding out how to get masses of interested and qualified clients calling YOU.
There are so many strategies to achieve this, and I recommend the above report, as well as our article on intelligent networking, also available free from our web site, in order to achieve this step. It’s much easier than you think!
Good News! It Doesn’t Have to Cost a Fortune to Get This Knowledge!
Believe it or not, you can now get help on-line, totally free, to make each of those steps a reality, to start making the sound, proven changes that already have led to an average increase in sales of not just double in 30 days, but 598% in 90 days.
How is this achieved? Through a brand new innovation which you could think of as the corporate alternative to MySpace. This newly-launched initiative is called "My Speed Business Network" and you will never believe the powerful business development resources that are available to you as a FREE Member of My Speed Business Network.
Not only can you get help to develop strategies to build sales, develop your business or solve business challenges, but you can also:
*** Network
*** Search for people by name, company, title, occupation
*** Put up classifieds
*** Announce seminars or other events
*** Join common-interest clubs or start your own
*** Run your own company blog
*** And much, much more!
Come and take a look at this amazing professional resource at www.betterbusiness.speedbusinessnetworking.com - I promise you'll be amazed.
Doubling Your Sales in 30 Days a Scentific Exercise - To learn more about this author, visit Christine Sutherland'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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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan'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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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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