Let us create a 3d Digital eBook for you! DigyCat.com
|
||
|
||
|
Sales Training | Let us create a 3d Digital eBook for you! DigyCat.com |
|
|
|
How to Achieve Sales Goals by Focusing on Activities
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. So, how much impact did those goal-setting and visualization exercises have on my performance? None - nada - zero - zilch! During the next two years I didn't come close to achieving any of my goals! In fact, I wasn't even making enough money to pay my bills. I had to keep tapping credit cards to make ends meet, and I was going further and further into debt. I finally became so disgusted that I threw away the books and tore up my pages of written goals. I decided that, from that point on, I would focus on my daily activities. In other words, I would work hard to do the right things at the right time, each and every day. If I accomplished that, I figured that I would at least be able to pay my bills and not go any further into debt. I became a fanatic about prioritizing my activities. I would ask myself at least 20 times a day, "Am I doing the single most important thing I could be doing right now to make a sale? Can I push off what I'm doing right now to before or after selling hours, and use this time to do something that I can't do before or after hours?" Do you know what I discovered when I started asking myself those questions? I discovered that I was not prioritizing my daily activities very well. In fact, a lot of the time I was just responding to requests whenever they came up. For a salesperson, that's suicide. After all, time is the only inventory we have! Because of my new focus on doing the right activities at the right time, I started asking people when they needed the things they were asking for, and why they needed them then. Frequently we came to the joint conclusion that the tasks were not as time-sensitive as the original request made them appear to be. I could push off many tasks to late in the day or early in the morning. That gave me more time for prospecting and qualifying opportunities during selling hours. Yes, I worked a lot of ten to twelve hour days because of the amount of work that I pushed off to before and after selling hours. But, you know what? It was worth it! After one year I had increased my income by approximately 45%. I could finally pay all of my bills each month, make more than the minimum payment against my credit cards, and still have some money left over for fun. The second year I doubled the prior year's income and achieved the six-figure income that I had never approached when it was one of my written goals. I was able to pay off all of my credit cards, make a down payment on a new car, save some money, and begin to enjoy "the good life". Conclusion If setting goals has worked for you, by all means, keep doing it! However, if you have been less successful that you want to be in achieving your goals, try the alternative approach that is described in this article. Focus on your daily activities. Ask yourself 20 times a day, "Am I doing the single most important thing that I could be doing right now to make a sale? Can I push off what I am doing right now to before or after selling hours, and use this time to do something that I can't do before or after hours?" Be honest with yourself when you answer these questions, and hold yourself accountable. Become a master at prioritization. Switching your mental focus from goals to activities could be your path to success, just like it was for me! Copyright 2005 -- Alan Rigg Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don't Perform and What to Do About It. To learn more about his book and sign up for more FREE sales and sales management tips, visit http://www.8020performance.com.
MORE RESOURCES: Sales Training - Google News GNTO plans to launch online training programme for Indian travel trade this year - TravelBizMonitor
Rainmaker Releases Latest Enhancement to B2B e-Commerce Solution - MarketWatch (press release)
Graduates wanted for Bauer Radio Academy - Radio Today
Trained Realtors help deal with foreclosures - NorthJersey.com
Nissan opens new training center in Irving - Fort Worth Star Telegram
ONTILITY Solar Training - March 1st NABCEP Exam Prep Class in Los Angeles - RenewableEnergyWorld.com
Sales Performance International Launches China Website - EON: Enhanced Online News (press release)
|
 |
|
|
RELATED ARTICLES
Increase Sales By Flying Under Your Prospects Radar Defenses How do you persuade someone to do what you want them to do?A whole world of marketing exists around us trying to do that every minute of the day. Do you even notice it anymore or, like your prospects, have you subconsciously set up a system of "radar defenses" against the daily bombardment of marketing messages? Take a minute and count up the advertising methods which fight, for your attention (and money) every day. The Reason Why They Buy If you're a business person you want to sell your product or service. If it's been a struggle, then you probably aren't giving your potential customers a good "Reason Why" they should buy from you. 4 Easy Ways to Boost Your Sales Here are 4 easy ways you can boost your sales for little or no new expense .. The Changing Role of the Sales Consultant "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. When The Clock Strikes Twelve! I just finished reading another sales copy ending with the Deadline Marketing!And it's the sixth I see today saying "If you order by midnight, blah blah blah.. Make More Sales By Airing Your Dirty Laundry There's an old saying, "Don't air your dirty laundry".If you're selling any product or service either online or offline this is horrible advice. Four Ways To Increase Your Sales Fast... In 2-4 Weeks? You built a very good web site.. Closing The Sale Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. Three Ways To Get A Prospect To Say Yes To Your Offer Here are three proven ways that will increase your sales:1. Implement A Risk-Reversal StrategyBefore a prospect becomes a client, they want to be 100% sure that your product or service will work for them. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The Quickest Way To Increase Your Sales The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch. How to Maximize Sales by Minimizing Windshield Time During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from appointments just drove me crazy (no pun intended). You Dont Need Health Insurance! Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together. Making Sales is Easy When You Learn How to Make Friends Friends buy from friends. Why? Because people trust that their friends will go above and beyond the duties of a typical salesperson. Ten Ways to Super Charge Your Sales 1. Add a no-fee interactive game to your web site. The Power of Confidence My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. Marketing Vs. Sales Marketing and sales co-exist and work in tandem beautifully if they are allowed to remain as separate entities coming together to achieve results:DRIVING REVENUE!!Marketing = SIZZLE ------ Sales = CLOSINGThe misunderstanding that marketing and sales are the same causes a downward spiral of events. Sales staff and managers become frustrated, productivity drops, turnover is high, and company image suffers. Closing the Sale - It Doesnt Have To Be Uncomfortable "The Close" is sales jargon for the bit where you ask thecustomer to make a decision or to place an order. However,it doesn't always relate to sales.
|
|
Looking For Royalty Free Photos for your Website, Business or Advertising?
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us © www.List4Sale.biz 2011 |
|
