The Two Ultimate Steps To Sales Success25th June 2009
Many businesses are failing, finding themselves in administration and sometimes even bankruptcy. They’re finding they need to get rid of perfectly good staff in order to save those precious pennies, meaning that people are losing their jobs through no fault of their own.
Somehow, employees have to find a way of becoming indispensable. A way of ensuring that, unless you really mess up, there is no way that the boss will want to get rid of you.
And that’s where the Ultimate Steps To Sales Success introduces itself. Follow these simple steps and watch yourself rise, not only as an employee but also a person.
Step One: Keep up the workrate.
You’ve been employed because you do a good job. You clearly do it professionally and competently or else you would have been dismissed a long time ago. However, your MD can’t watch you all the time and unfortunately, often cares more about numbers than quality. They care about results and what brings in money. This means that your work rate is going to have to increase, maintaining that incredible customer service and sales pitch but twice as often. A successful salesperson will be ever-chasing those leads and if he’s not chasing leads, will be searching for new ones.
Lets say, for example, you’re an outbound salesperson, cold-calling companies in an attempt for them to buy your service. And lets say that you’re in a personal competition with a colleague for a bonus at the end of the month to see he gathers more sales. You each have excellent sales skills, employing your own personal touch to your pitch but there is one huge difference. Numbers.
Your colleague is picking up the telephone and dialing out, on average, about 5 times in an hour. He’s had a good few leads and is waiting for those people who ‘promised’ they’d phone back. He’s relying on the customers to do his work for him hoping that one of them may turn into a sale. The people he’s called, he’s ‘cherry picked’ out of his directory, looking for those that suits his criteria.
You, on the other hand, have taken up a completely different approach. You’re picking up the phone, on average, 15 times in an hour, dialing EVERY single number in the directory. While you wait for people to phone you back, you’ve picked up the phone to dial out again, asking a collegue to take any messages if you happen to be on the phone.
Who’s more likely to win the bonus?
Another way of describing it is explaining it like a football match. Manchester United are playing against Arsenal in a cup match and Manchester united are losing 1-0. The manager decides to try a different approach to win the game – by taking as many shots on goal as possible. They hit the post 3 times and had many misses. However by the end of the game Manchester United have taken 35 shots on goal and 2 of them have beaten the Goalkeeper and hit the back of the net. Manchester United win 2-1.
You are Manchester United. Your colleague is Arsenal. You have put in all the effort of taking the shots and it’s paid off by getting the goals and the sales. It’s the law of averages, the more shots you take, the more likely you are to score.
Step Two: Set Yourself Small Achievable Goals.
You’ve been set, by your boss, a target to hit by the end of the month in order to get your bonus. To do this, you’re going to have to make a considerable amount of sales – in this case we’re going to say 30.
30 sales seems overwhelming… How are you going to achieve that?
Simple. Set yourself small achievable goals and get this target cut down into smaller chunks.
At the moment, you’re finding that out of 20 people called, ONE of them will buy from you. This means you will have to call 600 people in order to make your target. 600 telephone calls seems a big amount but it’s not such a mountain once you break it down. All you have to do is set yourself smaller, more achievable targets in order to reach it. Consider the targets like stepping stones that you skip across in order to reach the island.
There are about 30 days in a month right? And you need 30 sales? … Set yourself a daily target in order to reach this. Even an hourly target?
So you make ONE sales for every 20 calls? Set yourself a target to pick up and speak to at least 10 people an hour and see how you get on. Didn’t make a sale? It doesn’t matter! Set yourself the same target for the next hour. Hit your target? Great! Do it again!
Before long, by hitting these small manageable targets, you will have hit your big target. You work for 8 hours a day and you’ve managed 4 sales. Just spend 8 days of your month with that working attitude and you will have EXCEEDED your target.