The 10 Main “To-Do’s” for any successful sales person
1) Define your target market
3 questions that set you up for success (or failure)
1) Who do I do?
2) What do I do?
3) Why should I call them?
1) Your average revenue per account is directly proportional to which companies you decide to turn on.
2) The level of responsibility that you call affects your sales cycle and first appointment to proposal ratio.
3) And the reason you call them affects your closing rate directly.
Get the picture?
What it says to you is that you have absolute control over your performance statistics.
However, you should be able to make clear the “who”, the “what” and the “why” the most effective prospects to report.
Convert your responses:
Vertical by industry
Horizontal by title
benefit based on application.
2) Developing a ‘Targeted Selection Process’
Sales people without targeted prospects are like leafless trees. Ultimately, you wither and die!
Your goal list is one of the key ingredients to starting your sales process. To be targeted, prospecting data must be a continuous project. This must be done before and independent of the act of communication to set up a first sales appointment.
Whatever responsibility it is to build this target list – (the salesperson or the company) – must be done in advance. Think of it as the preferred destination on your roadmap, and an essential item to give up before you begin your journey.
3) Understanding and Identifying Your ‘Magic Number’
Your ‘Magic Number’ is the number of new appointments you need each week to ensure your revenue goal is reached each month. This is a derivative of your sales cycle, average revenue per sale, 1st appointment proposal proposal, closing ratio and revenue target.
It is also a dynamic number based on your individual skills and performance numbers. So, it’s personal to you and directly linked to your success.
Let me say it again.
Your magic number is personal to you – and directly affect your success.
By meeting or exceeding this activity number, you can often eliminate varying sales results and virtually ensure your revenue goals are met.
4) Interpret your ‘Hourly Rate’
The temptation of flexibility, the temptation of low oversight and the idea of freedom from a regimental clock make professional sales a very attractive career choice for the dreamers, visionaries and idealists among us.
To borrow a quote from Phil Hellmuth, twice world champion of poker. “It’s the hardest way to make easy money there.”
It is true. We don’t bump a physical watch or necessarily someone who monitors our time at work. But we do have an internal clock of accountability.
It is not accountable to our company, but to our desired results and to us.
This is called our ‘Hourly Rate’.
You can calculate yours by dividing your income goal by 252, and again by 9.
Do you want to join the 100K club?
You don’t have to make cumbersome time management courses to make the right choices in your daily routines if you are aware of what you are worth.
5) Block 90 minutes per day for ‘Event Creation’
If you want to shoot over your colleagues’ heads, you need to accept this strategy:
Block 90 minutes a day (every day) to start new appointment contacts.
You can move it up and down during the week, but do not disable blocks before reaching your “magic number” for the week. Consider this your weekly quota. Not in revenue, but in activity.
Use the 90-minute block to reach targets, not find out which targets to call. Get ready and complete your list. Discipline your daily routine to achieve weekly goals to ensure your monthly results.
6) Define & Measure a minimum goal for the 1st appointment
Do you know your goal for your first appointment? What are you trying to achieve? How do you measure it?
Simply put, you must be committed to making the next step in the sales process.
This evaluation will lead you to an outcomes-based training process to improve your 1st appointment proposal proposal. You need to develop a ‘gateway’ definition and business rule to measure how you can achieve this. Be sure to measure it and find a strategy to re-adjust your product or service.
7) Make a checklist of strategies and tactics between appointments in your sales cycle.
Want to know the difference between a sales leader and a sales follower?
Just look at what they do during their “between time”.
You may be shocked to know that the difference between excellence and mediocrity is which routines and processes a person puts into appointments, not just during appointments.
Use these tips from the X2 system to help you develop good habits between appointments.
1. Will you be all the decision makers present for the ‘closing appointment’?
2. If not, what can be done to get them involved?
3. Is there a perception of risk due to brand identity?
4. Fax any applicable industry articles and testimonials from businesses similar to them.
5. Do they think you’re expensive? Develop an ROI model exclusively for their business.
And on this go.
Meet with your team to brainstorm around every scenario that occurs, in the order of events, and develop Powerful Routines to increase your closing ratio and improve your sales cycle.
8) Integrate ‘Client Creation Programs’
The secret to being a “Cold Callmaster” is NOT actually having to. Jeff Hardesty
If you’ve been in your sales position for more than 4 months and you still trust On cold calling, 100% of the time, you’re working too hard.
The key to efficiency is to work smart, not difficult. There are a few ways to use your success.
Set up a process to ask for routine referrals at the end of your sales process (win or lose).
Join or start a main group.
Develop your own reference program.
Identify clients with clients who can help you.
Contact businesses that have services that compliment you and teach them about your collaboration program. Use these ‘Customer Creation’ models and get the rewards of a true entrepreneur.
Remember the key is to REPLACE all available resources you have.
9) Proactive Thesis Letters
One of the most powerful “grass roots” marketing tools is scenario-based testimonial letters. Set up a process in your daily routine to let go when you hear testimonials. They are abundant, and can be born from both good and bad scenarios.
In fact, a bump-in-the-road letter is 5 times more powerful than the standard ‘Golly-Giving, you’re great! ‘letter because it shows that someone had a problem and you fixed it.
Everyone knows things are happening. So when you solve problems for people – get a letter. Strive to obtain a letter of testimony from each of your clients or inquire about what to do to get one. Doing so will build an arsenal of “trust building” customer getting and sales closing tools that will be more valuable to you than gold.
10) High ‘Conversation to Appointment’ Train Relationship
Most sales organizations die slowly because they do not set up enough new “appointments” on a routine basis. This is because the average conversation to appointment ratio is between 5-18%.
Therefore, the most important ability to “lead to” and “relationship to measure” in sales conversions is to convert appointments.
With the many potential roadblocks in your way such as voicemail, gatekeepers and busy schedules, it is difficult to just have a conversation with your prospect.
You must therefore devote some training time to this core skill. Then you can improve your conversion ratio and you will need fewer calls to reach the required number of new appointments. Fewer hits, more appointments.
Less time, more commission.