Keeping you on top with a simple ten point countdown
The countdown to sales excellence is a daily blueprint for top sales performance. Greatness in sales doesn’t come from doing extraordinary things. It comes from doing the ordinary things extraordinarily well by becoming brilliant in the basics and devoting yourself to a series of diligent daily disciplines that gives you a competitive edge. Use the ten points in the countdown to sales excellence, as your guide to measurable and sustainable success in business beginning today.
Plan ahead
I want you to be proficient in every area of your business. I want you to know every aspect of your business. This way you never get stuck with a question you can not answer. Knowing what to say is as important as knowing what not to say. Knowledge is the key to success. The more you Learn is the more you'll Earn.
Review your goals
Serious professionals in business are goal setters. They have them written down with plans and deadlines. Goals create more focus, purpose and improve your outlook and attitude. Every time you review them you move closer towards them. The best way to have a great future is to create it and goals are the catalyst for making each day a masterpiece and designing your career.
Review your daily plan
Planning; is a discipline and the more you prepare the less you repair. Read over and prioritize the plan you made before you left home yesterday. Commit to attacking high leverage activities first and to remaining flexible as conditions change throughout the day.
Focus on what you can control
Decide up front that the problems you face today are not your real problem. That it’s what you let these problems do to you that becomes a problem. While you can’t control what happens to you, you can choose your response. Commit to making the right choices throughout the day.
Associate with winners
Carefully guard your associations at work because eventually you will become just like the people you hang out with. Think about your closest associates at work; what have they got you saying, what do they have you thinking, how do they have you acting and is that all right ? Do the people you associate with elevate you or devastate you? Sometimes you have to give up the wrong people to grow up to your true potential. Always surround yourself with positive motivated people that are doing something positive with their life.
Never break your own momentum
When things are going well for you, never break your own momentum by resting, reflecting or celebrating too long. The best time to make a sale is after you just made one. The best thing to do after acquiring a new representative or associate, is spend the rest of the day with them building up their game plan for the next few weeks. Since you are going to be with them for a few hours, try seeing if anyone they know is available that day. You will be shocked and amazed at how much you can do if you think ahead just a little bit. Honestly think about it how cool would it be sitting and talking with your new associate, and talking to one or two of their friends that have free time. Then setting up a quick meeting at their house, and getting two to three associates in one day instead of one associate dream bigger and stay focused. Like the title says never break your own momentum, keep that energy going all day long.
Practice drill rehearse
Professionals in sales, or MLM companies practice scripts and presentations so when they are in front of a customer or potential Representative it’s not “amateur hour”. Winners don’t just show up on game day and run out onto the field expecting to score. They know they become proficient when they practice in between customers, or potential Representatives not while they are in front of a customer. Thus, they role play and practice product presentations as a diligent, daily discipline because they know the level of their practice determines the level of their play. Practicing takes resolve because the pretenders on your sales floor act like it’s not cool, or it’s strictly for new people. In fact they create peer pressure not to practice. Here’s the best advice I can give learn every aspect about every product or service that your company offers, and I will guarantee you will surpass everyone around you. Knowing all the facts about your company will only help further your goals for success.
Treat every prospect as a buyer
If you pre-qualify your arrogance and ignorance will eventually sabotage your success. Treat everyone like a buyer until they prove otherwise. When you play “guess who the buyers, or Representatives are “ you are the loser. Pre-qualifying not only disrespects your prospects, it develops bad habits that inhibit your success. If you think you can guess who is qualified to buy and who is not strictly by how someone looks, talks dresses or based on the car they drive up in, here’s some news for you: GET REAL, YOUR NOT THAT GOOD.
Follow your sales process with each prospect
Sticking to the steps to the sale is another diligent daily discipline. You must become brilliant in the basics of your sales process and respect each prospect enough to engage them with each sales step. Every step you skip during the process sabotages your efforts to close the sale. You must especially take time to build rapport and know your customers needs, because until they buy into you as a sales person they won’t buy in to what you’re trying to sell them. Giving compelling product presentations and demonstrations is also key, because they get the prospect emotionally involved and without triggering their emotions your only closing tool is logic: aka, dropping the price.
Plant seeds and plan for tomorrow.
Set appointments for tomorrow so you don’t have to start from scratch. Schedule calls to your sold prospective customers so you can make something happen each day instead of waiting for it to happen. Planning your day lets you hit the ground running instead of milling around with the “coffee club”.
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