Transforming from an average salesman to a sales superstar is a transition that begins and ends with daily habits. Any habit that enhances sales efficiency eventually grows total sales...
Austin, TX (PRWEB) March 20, 2013
There are several habits and strategies that are common amongst successful salespeople, and here Shweiki Media teams up with Ryan Dohrn of Brain Swell Media to present a free webinar explaining them...
Sales is a Numbers Game
"Sales is a numbers game" is a phrase that has been thrown out many times by sales professionals. But what does it really mean? Obviously, the more calls a sales rep makes, the more chances he/she has to land clients. But figuring sales numbers is more than simply considering the total prospects to which one reaches out. It is gathering a database of what numbers the sales rep is doing now, and then developing those numbers into a strategy that allows for the most efficient use of time.
The first step in building proper sales habits is figuring a constant conversion rate. A conversion rate is about simply knowing how many "no’s” it takes before a rep can land a "yes." Whenever one knows this number, they can track their progress by improving on their conversion ratio, and they will always know how many calls it will take to reach sales goals. Whether cold calling, emailing. or operating B2B (or door to door), working with a conversion rate takes the guess work out of the sales process. Sales transforms from a relationship practice into a mathematical formula.
The best salespeople have a quarry of never-ending energy, forged through their passion for the product. The bottom line is that if a rep doesn't have an overwhelming desire for the product, the customer is going to recognize that and either be slow to trust or slow to buy. Dohrn recommends salespeople pump themselves before any call or meeting.It’s about doing whatever it takes to get in that mindset, whether it’s listening to music or being a morning person and electing to make all calls in the morning
Call Sheet Discipline
Sales, at its most condensed definition, is a practice of detail and discipline. Because of the entrepreneurial aspects of the service, a superstar sales rep has to be accountable for their own records and accounts. A CRM (customer relationship management) service is a tool designed to help reps stay organized through their call sheets. The most detailed sales-person "wins." And although a notebook is the most practical form of note-taking, a CRM tool is a must-have in today's society. When one properly recruits a CRM service, they are getting an active appliance that will help them keep track of their sales details. All emails, meetings, and calls naturally show themselves whenever time appropriate, which eliminates all chances of the rep not remembering.
Transforming from an average salesman to a sales superstar is a transition that begins and ends with daily habits. Any habit that enhances sales efficiency eventually grows total sales. Sales superstars trade established inefficient strategies for the incorporation of these positive habits. They are establishing tactics that improve on their game everyday, and transitioning the clock from an enemy to an ally.
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