I can guarantee the commissions a salesperson can earn. I have done it before. And I was right on the money.
All professional salesperson know that selling is an art and a science. By using scientific methods you can determine exactly how much you can make weekly, monthly, and annually.
I have trained thousands of salespeople with the secret I will reveal to you today. And this secret has been proven hundreds of times over and over by each of the thousands of salespeople I have trained.
I discovered this secret when I managed seven salespersons By counting calls, presentations, and sales of my salespeople I learned some very important things. I put this knowledge to use for myself after I began to make my living selling for various companies. In short order I demonstrated the wisdom of the secret for myself hundreds of times over.
There was a 12 month period starting in 1987 that I was selling the same product over the telephone for this entire period. I set a goal to make 60 presentions every day over the telephone. At that time I was averaging one sale for every 10 sales. This meant I would average 6 sales every day, or 36 sales for the week, (a 6 day work week).
Every week I made my 36 sales, so every week I knew exactly what income I would make. It was better than a salary, because if I wanted more income I could make it by doing 1 of 2 things:
1. More phone presentations 2. More sales with the same number of presentations.
We worked a split shift, from 9:00 AM to noon and from 5:00 PM to 9:00 PM. This left me 5 hours in the middle of each day to do with as I pleased. The rest of the crew would just waste this time in my opinion. I instead chose to spend this time improving my craft of sales, reading books written by sales, self motivation, and self improvement experts.
The other salespeople teased me about how much I read, but I didn't let their derision stop me. I just kept on reading.
After about 2 months of practice, reading, keeping notes, and creating many new closes, my ratio had improved to 1 sale for every 8 presentations. I continued to improve and by the time I finished selling these products after one year, my ratio had reached 1 sale for every 3.2 presentations.
I knew the exact tone inflection to use on which prospects, which close to use and when. This knowledge came from the practice of making the calls and from the things I had read. Since I was responsible for the outcome of every call, I knew that I alone controlled how much money I would make each and every day.
Did you think sales was uncertain? You probably thought that being in sales was an uncertain profession. But it is not if you use my secrets I will reveal to you below. The fact was that each week my ratio was so certain it did not vary past 1 sale per 3.2 or 3.4. It was always that close.
How the Secret of Numbers and Statistics Works:
It may seem boring to keep track of your sales statistics, but I have proven an almost supernatural like system doing just that. When you see the high income you can earn using this system, you will no longer find statistics boring. Here is how you use my secret magic system:
1. You need a product or service that people have a need and desire to possess.
2. You must work the same amount each time, and the same number of times each week. The numbers will NOT work for you if you do not keep a consistent schedule.
I would have days with no sales, a few sales and sometimes a lot of sales. But in order to get the average goal for the week, I still had to put in the same consistent schedule. The numbers do not work a day at a time. By the end of each and every week I would have my average total for the entire week.
An example week with an average of 1 sale per 10 presentations might go like this: Monday through Saturday 60 sales presentations every day. Monday 4 sales, Tuesday 0 sales, Wednesday 10 sales, Thursday 8 sales, Friday 7 sales, Saturday 7 sales. Total for week 360 presentations 36 sales.
Now I never knew which days I would make the sales. But I knew for a fact by the end of the week if I kept all the ingredients of the secrets, I would have my average. If I skipped one day or a shift, my average was thrown off. Also if I was ill my average did not work. It was important to have all things consistant.
You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.
3. Keep track of your presentations and sales. A simple calendar on a piece of paper will do.
There is no need to track your calls or call backs. Those are totally unpredictable. Track your presentations and sales only.
A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.
4. A sick person can sell some, but a sick person will not be able to see consistency in their sales work. You must keep yourself healthy. You need rest, some exercise, a good diet, and some recreation to stay at your peak.
5. Books and listening to tapes and seminars about improving your sales craft will take you to the next level. Napoleon Hill's, Think and Grow Rich is one of the all time best sales books.
6. How many sales do you want to make each week, each month, and over the next year? Write it down! These are your weekly, monthly and yearly sales goals. I recommend posting that in a prominent place you will see every day.
Most new salespeople will be able to achieve 1 sale for every 10 presentations. You will make more sales per presentations as you get practice in selling. Just follow my secret method.
THAT IS THE SECRET. EVERYTHING has been revealed and now you know the MAGIC of numbers and statistics in sales.
All professional salesperson know that selling is an art and a science. By using scientific methods you can determine exactly how much you can make weekly, monthly, and annually.
I have trained thousands of salespeople with the secret I will reveal to you today. And this secret has been proven hundreds of times over and over by each of the thousands of salespeople I have trained.
I discovered this secret when I managed seven salespersons By counting calls, presentations, and sales of my salespeople I learned some very important things. I put this knowledge to use for myself after I began to make my living selling for various companies. In short order I demonstrated the wisdom of the secret for myself hundreds of times over.
There was a 12 month period starting in 1987 that I was selling the same product over the telephone for this entire period. I set a goal to make 60 presentions every day over the telephone. At that time I was averaging one sale for every 10 sales. This meant I would average 6 sales every day, or 36 sales for the week, (a 6 day work week).
Every week I made my 36 sales, so every week I knew exactly what income I would make. It was better than a salary, because if I wanted more income I could make it by doing 1 of 2 things:
1. More phone presentations 2. More sales with the same number of presentations.
We worked a split shift, from 9:00 AM to noon and from 5:00 PM to 9:00 PM. This left me 5 hours in the middle of each day to do with as I pleased. The rest of the crew would just waste this time in my opinion. I instead chose to spend this time improving my craft of sales, reading books written by sales, self motivation, and self improvement experts.
The other salespeople teased me about how much I read, but I didn't let their derision stop me. I just kept on reading.
After about 2 months of practice, reading, keeping notes, and creating many new closes, my ratio had improved to 1 sale for every 8 presentations. I continued to improve and by the time I finished selling these products after one year, my ratio had reached 1 sale for every 3.2 presentations.
I knew the exact tone inflection to use on which prospects, which close to use and when. This knowledge came from the practice of making the calls and from the things I had read. Since I was responsible for the outcome of every call, I knew that I alone controlled how much money I would make each and every day.
Did you think sales was uncertain? You probably thought that being in sales was an uncertain profession. But it is not if you use my secrets I will reveal to you below. The fact was that each week my ratio was so certain it did not vary past 1 sale per 3.2 or 3.4. It was always that close.
How the Secret of Numbers and Statistics Works:
It may seem boring to keep track of your sales statistics, but I have proven an almost supernatural like system doing just that. When you see the high income you can earn using this system, you will no longer find statistics boring. Here is how you use my secret magic system:
1. You need a product or service that people have a need and desire to possess.
2. You must work the same amount each time, and the same number of times each week. The numbers will NOT work for you if you do not keep a consistent schedule.
I would have days with no sales, a few sales and sometimes a lot of sales. But in order to get the average goal for the week, I still had to put in the same consistent schedule. The numbers do not work a day at a time. By the end of each and every week I would have my average total for the entire week.
An example week with an average of 1 sale per 10 presentations might go like this: Monday through Saturday 60 sales presentations every day. Monday 4 sales, Tuesday 0 sales, Wednesday 10 sales, Thursday 8 sales, Friday 7 sales, Saturday 7 sales. Total for week 360 presentations 36 sales.
Now I never knew which days I would make the sales. But I knew for a fact by the end of the week if I kept all the ingredients of the secrets, I would have my average. If I skipped one day or a shift, my average was thrown off. Also if I was ill my average did not work. It was important to have all things consistant.
You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.
3. Keep track of your presentations and sales. A simple calendar on a piece of paper will do.
There is no need to track your calls or call backs. Those are totally unpredictable. Track your presentations and sales only.
A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.
4. A sick person can sell some, but a sick person will not be able to see consistency in their sales work. You must keep yourself healthy. You need rest, some exercise, a good diet, and some recreation to stay at your peak.
5. Books and listening to tapes and seminars about improving your sales craft will take you to the next level. Napoleon Hill's, Think and Grow Rich is one of the all time best sales books.
6. How many sales do you want to make each week, each month, and over the next year? Write it down! These are your weekly, monthly and yearly sales goals. I recommend posting that in a prominent place you will see every day.
Most new salespeople will be able to achieve 1 sale for every 10 presentations. You will make more sales per presentations as you get practice in selling. Just follow my secret method.
THAT IS THE SECRET. EVERYTHING has been revealed and now you know the MAGIC of numbers and statistics in sales.
About the Author:
Timothy L. Drobnick Sr. is still helping people learn how to become the best salespeople. View the slideshow to see how Tim can teach you to be the greatest salesperson you can be. You are welcome to reprint this article - but get your own unique content version here.
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