Three Steps to Double Your Sales
Most people don’t realize that it is relatively easy to double their sales. These three steps always work.
ONE: DAILY NUMBERS.
When I started in Sales, I was told exactly how many appointments I needed to conduct every single day, how many referrals to get at each appointment, how many phone calls to make (that means you call UNTIL you have your four appointments per day – everything is bottom- line related), how to track my closing ratios, and how to REPORT my activity and results every single day.
Get the numbers working for you. Track everything. What are your specific, measurable, time-related goals, yearly, monthly, weekly, and daily? What are your closing ratios? How many appointments / exposures per day? What is working? What is not working? Measure everything. At the end of each day, can you write down exactly what results you attained? WILL you write it down? This is painful for losers and semi-committed pretenders – they don’t want to be exposed, so they hide behind the Big Picture, the Pipeline, and Excuses. Lots of Activity, no results. If you’re serious about your goals, whatever it takes, you will confront reality in this way. And take responsibility. Accountability means you have to account for your results. You can’t bank promises. Get real and get results. What are you committed to accomplish TODAY?
TWO: COMMIT TO YOUR TEAM.
When I was a Distributor for SMI, we got a new Sales Manager whose job it was to help us increase sales. He asked me a simple question: “Would you like to double your sales?” Yes. “How often do you hold sales meetings with your sales team?” Once a week. “OK – start holding sales meetings EVERY MORNING.” I did – the loser salespeople all slithered away because they couldn’t handle the pressure and the winners doubled and then redoubled their sales. We didn’t discuss the weather, promises, excuses, or activity – just results. We solved problems and honed our skills, practiced our pitches and learned more about selling. We all attended the Tom Hopkins sales training. I paid for everyone – great investment. It worked. DAILY CONTROL and ACCOUNTABILITY. Even if your team is you and your spouse, agree to the ground rules and stick to them. Communicate, learn, and be reliable.
THREE: MORE PRESENTATIONS TO BETTER PROSPECTS.
A client once asked me how she could double her sales in life insurance. I asked her, “What is your closing ration, and how many calls do you make per day?” Then I advised her to double the amount of presentations she made. She tripled her sales. Reschedule your time, double your activity, and don’t waste time on non-productive activities or weak prospects. Be very selective and don’t waste time on administrative duties (leave that to people who can’t sell) or minimum wage activities – hire someone to do that stuff. At any time of the day, ask yourself, “Is this activity going to increase my sales or not?” If not, why are you doing it? Upgrade the quality of your prospects and ruthlessly cut the time vampires out of your life.
Jan Janzen said, “So many people fail in Network Marketing for the very same reasons that people fail in anything.” Rika and I attended a meeting with a thousand other high achievers with Pre-Paid Legal in
Finally, if you’re not using Joint Ventures to create unlimited flows of qualified prospects, perhaps it’s time you did so.
Robin J. Elliott www.DollarMakers.com
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