Successful Selling

Honourable Occupation:
Selling, as an occupation, is something that leaves most people terror stricken.Yet selling is such an integral part of running any business that good sales people are in high demand.

A Profession:
Successful selling is not a "fly by the seat of the pants" process. It is, in fact, a structured set of systems which all "professionals" have to learn.

The Seven Steps:
There are seven steps to structured and successful selling and.

Personal Growth:
Successful selling brings with it high success, career progression, self-satisfaction and personal growth. And so long as the product is simple the systems can all be learned in a week - with years to fine tune, change and modify, as all professionals will love to do.

Sales Manager:
Selling leads to the Sales Manager's position. Because selling and a Manager's position is understanding and dealing with people it follows that the General Manager's position will be next on the Corporate career path.

Brains can be Bought:
Brains can always be bought at the local University but people power is an art form that comes with personal growth.

PLAN YOUR SUCCESS
If we are new to sales we will be adventuring into unknown territory. This can be/is a change and can be daunting, frightening, spooky and intimidating - just like the ghost trains of our childhood - but we can brave it non the less.

Setting New Goals:
We will be forcing ourselves under new pressure, disciplining ourselves and setting new goals. All of these will require that we see ourselves differently under new and exciting conditions for which we must make ourselves prepared. Croquet is a game that teaches self discipline and focus skills (besides Tactics for management and Strategy for directors)

Success Preparation Analysis: (For selling and learning Croquet)

(1) Set an overall goal

(2) Break the goal into daily work segments

(3) Carry out these daily segments

(4) Gain prospective customers

(5) Spend time on critical activities

(6) Create self management charts

(7) Organize a work system

Set an Overall Monitory Goal:
What do you want to achieve?

What is your goal?

What is your target per year?

A monitory figure? Name it $.............../year

An asset to acquire? Name it $...........................in how many years? ...........

How much all told? = (X) Name it $ ................ per year

How Many Sales?
Now think about how to convert that goal to the actual number of sales you need in order to achieve your target.

What commission do you get paid for one sale? Name it (Y) $..............(e.g. $50)

How many sales (X) are necessary to achieve your target?

(X) / (Y) = (Z).........sales per year.

Now the next step is critical and what most unsuccessful salespeople avoid.

Divide your yearly target (Z) sales into weekly and daily sales and then calculate the work necessary to achieve that.

Break the Goal into Daily Work Segments.

Calculate the Workload:

(1) How many sales do I want per week? ......................

(2) How many sales do I have to make per day? ......................

(3) How many prospects will I need to contact in order to make one sale? ...................

(4) How many prospects do I need in order to reach my total sales target? ...................

(5) How many activities do I need to do to generate one prospect?

Activities Work Sheet:

(a) Direct mail letters .....(Junk Mail)

(b) E-mail........(Electronic Junk Mail)

(d) Telephone calls ........

(Telemarketing)

(e) Cold calling ...............(Door Knocking) (check the rules)

(f) Point of Sale ..............

Which is the most economical and most efficient

Self Management Wall Chart:
The self management wall chart shows what your daily target is for both activities and sales.

It also shows the actual result.

Select a colour for each so that they are readily seen as you plot them each day.

After a time you might modify your prospecting area or your approach for better results.

YOU, AND ONLY YOU, CAN SELECT THE TARGET:

and manage your results.

The rest is a simple mathematical function provided you carry out these daily segments.

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