Even when we have the best intentions for reaching our goals, the truth is that sometimes we have trouble completing them. When we notice we’re falling short on our goals that’s a clue to step back and re-evaluate our plans for success.

Salespeople typically have a quota they want to sell or monetary amount they would ideally like to earn within a year. Some salespeople just set an amount they think they’d like to achieve, but are frustrated a few months later when they have fallen off the track to their goals or are not meeting their personal expectations. Having a “cookbook” approach to your goals can help resolve this.

Think of how much you would like to earn in one year. Divide this number by 12 and determine your monthly goals. Now determine the minimum number of sales it would take to reach this. Think about how many days of actual selling you have in the average month. How many sales would you have to make per selling day to reach your monthly goal? Is this number realistic?

Consider the chain of steps that you need to take to reach this sale… Read More 

SELL MORE.

Salespeople typically rely on three methods for finding new prospects: cold-calling, referrals and networking. Now imagine a triangle with each of these labeling one of the sides.  Read More…

SELL MORE.

 Here are a few tips for asking better questions that can you can put to use immediately: Read More

SELL MORE.

How is 2011 going to finish up?  Are you happy with your results?  Do you feel like you left money on the table?  Are sales, margins and profits where they should be?

As we pull together our goals and plan for 2012, Sales Concepts is reminded of the significant difference between a year that is planned and those that are not.  There’s a feeling of accountability as compared to…. READ MORE

 Bob saw an opportunity to play a prank on his little brother, so he did a quick Google search, found the name of the individual who was the decision maker and called Joe back, “Okay, you need to call this guy and use my name”.  Joe thanked his older brother immensely and set out to close a new deal with this enormous company with a real sense of confidence.

 The gatekeeper did not stand a chance, Joe did not even need to use his brother’s name, his tone alone proved he was supposed to be calling.  The decision maker answers his phone and hears a confident,

Salesman:  “Hi, this is Joe Smith”. 

Prospect: The reply comes, “ Read More…..      “

I received an inquiry from Florida, via my web site. From the info on the email inquiry, I am looking at a potential 250,000 to $500,000 deal. I am excited!

I call the contact. Nice bonding and rapport; I get pain; I ask “Do you have a budget?” She laughs and says “We are the YMCA; we want it donated!”

I say nothing…. loooong silence. Finally, she says, ”I am looking to get delivery/set up and 1 year of rent for about $25,000 to $35,000.”

I respond: “Last time I did something like this I was over $150,000.”

We spent the next two minutes discussing the quotes she had received, me stripping line, pushing away, using negative led questions. Nothing shakes loose. We parted with no hard feelings and no work on my part. I spent more time writing this email than I did disqualifying her.

Before Sandler, I would have spent two or three hours working up a proposal, only to be blown out of the water by being 10 times her budget!

-John Moosbrugger, President

Apple Mobile Lease

Sales Concepts’ Client

One of the reason’s John is successful in sales, is he is comfortable talking about money. It’s not rude to talk about money when you’re qualifying a  prospect.  In fact, it would be rude not to!  Dealing with the money issue up front is one way to qualify your prospect.  If the prospect doesn’t qualify, you can decide not to deliver the presentation, and spare yourself pressure and most importantly your time!

So, before saying another word, thank you.  Thank you to all our customers who trust us to attempt to improve their lives.  Thank you to all our vendors who assist us in our business.  Thank you to all of our employees who work so hard to help us reach our goals.  Thank you to all the centers of influence who trust us to help those they refer us to.  Thank you.

When it comes to selling and business it is apparent we do not say thank you near enough.  We also do not say thank you in life.  We all raise our children to be polite, have manners, say thank you…somewhere in the translation we forget to do the same.

So, in this week of Thanksgiving we say thank you, and remind you to constantly thank all the people in your life who should hear it.  As always, if you need any help call Sales Concepts at 440-575-7000.

First, Behavior… Great salespeople know exactly what needs to be done every day. Cultivating leads, making calls, running appointments and getting referrals are all good examples of Behavior.

Second, Attitude… Winners have learned how to create and maintain the right mindset. We all have Attitudes about what we sell, whom we sell to, our competitors and most importantly, ourselves.

Third, Technique… These are those “black box” skills: who to talk to, what to say, how to respond in a difficult situation, how to get real budgets, essentially systematizing the sales process.

Remember, “No More Moves Like Jagger,” just a balance of Behavior Attitude and Technique. Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.

On the other hand, there are individuals and organizations that are having record profits, even double-digit growth.  Some are doing everything possible to capture their share of a seemingly shrinking marketplace.

What’s the difference between the successful individuals, companies and everyone else?  

Some would say it’s luck. Others might contend they are in a niche industry or their world is different.

We would contend that the difference between the truly successful individuals and the rest of us is how well they maintain their consistency and how they filter through all the outside influences.

The one real constant in the last decade or more is the abundance of negative news out there. Each evening the news starts with shootings, murder, economic downturn and stock market collapse. Each morning the paper details more of the same.

It necessitates a couple of questions:  What are you currently doing to filter through all the information and maximize your personal productivity? How do you take messages that could otherwise be demoralizing or defeating and use them as fuel to have your fire burn even brighter? How well do you manage the things you can control?  What is your daily plan for Behavior, Attitude and Technique?  

Ask yourself these questions or call Sales Concepts for help, (440)-575-7000.