How to Motivate Yourself to Make More Sales
Have you ever wondered, “Why are some people successful in sales careers, while other fail?” Does that mean that successful salespeople are more gifted or talented? Maybe to some degree, but even if you are extremely talented but lazy it won’t get you anywhere.
The reality is that the most successful people, not only in sales, but generally in life are working very hard to achieve their goals. They have a strong discipline and work on their goals no matter what.
Imagine a pyramid with the bottom representing a cold calls or other form of first contact with the prospect and the top being the actual sales made. The more room you have at the bottom, the more you can build on top of it.
Of course, your end goal is to get customers, but that is not what you should focus on – you should focus on hours, calls, demonstrations (if you want an A in an exam, you don’t sit home and think about getting an A, you spend time studying – actual work). The low of average will do the rest of the work here. More »
How to Get Problem Sales Back on Track
A key thought to remember when you are in sales negotiations is the phrase: No mutual mystification.
Mutual mystification in the sales process is a real deal killer. It happens when either a buyer or seller has different expectations for an outcome of a meeting. Or it can happen when one party does something bewildering that is not clarified-leading to the “two ships passing in the night” syndrome.
The seller must provide leadership throughout the deal flow and must not allow mutual mystification to occur. To ensure that there is no mutual mystification in your deal making, discuss before each meeting: More »
Tactics For Keeping Score on Your Business
Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, Illinois and Oklahoma. Ever since I started my son in competitive golf when he was 8 years old, I was vigilant in teaching him the importance of keeping score. Not just the per hole score, but recording the shot results that made up that score, i.e. location of missed and made fairway drives, greens hit / missed and location, sand play and of course the number of putts.
Golfers have a remarkable memory of everything that took place during a round, but typically don’t write it down or create a record that can be used for a lesson from the coach. Remember the old adage: ‘the numbers don’t lie?’ More »