Archive Monthly Archives: February 2008

Quote of the day

We act as though comfort and luxury were the chief requirements of life, when all we that we need to make us happy is something to be enthusiastic about.

Charles Kingsley

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The daily grindstone

Once you have your goals set and your plan of action, you may now begin work.
If you are going to reach your goals there are some things that will require continued work.

Keeping track of things on a daily/weekly  basis:

Unless you keep a daily track of what you do it will be impossible to achieve your plan. You will find it may only take a few minutes a day to record the data but it will be among your most important daily activities.

I will post an activity or record keeping spreadsheet for you in the next few days and you will be able to download and use it to keep a record of your activities. If you do not have a copy of excel or a suitable piece of software I will post a picture of it so you may draw a suitable equivalent on paper.

Whatever you do make certain you record your results. Be sure to write down every goal for each area you are working on and you will be able to see at a glance if you are moving forward or dropping behind.

Keeping track of things on a monthly basis:

I will also provide a method of being able to track income and goals on a monthly basis. Each month make sure you record all income in the spaces provided. Measure if you are over achieving or under achieving your goals. Remember that resetting your goals on a regular basis is acceptable and it is a most important activity to ensure success.

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Quote of the day

Do all the good you can

By all the means you can

In all the ways you can

In all the places you can

At all the times you can

To all the people you can

As long as ever you can

John Wesley 

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If your goals are to be effective in selling you must keep on reminding yourself what those goals are.

What will it mean to reach them, knowing you have the ability to reach them. Affirmations are things that little voice in your head keep saying to you. I can do it etc.

When using affirmations in sales skills you need to be saying:

I am a professional, my customers enjoy doing business with me, they all refer me to others. My business is growing because of the customers I already have.

I am a strong and persuasive salesperson, I am capable of delivering a forceful presentation. However above all I am extremely sensitive to my customers requirements. I have the skills required to really understand their problems and I truly understand what those problems mean to them.

My understanding of my customer means I am capable of solving their biggest issues and because of this they really appreciate what I can do for them.

I have a great memory, I have a sincere and warm regard for others and above all I am relaxed and confident in front of my customer.

Above all I am healthy, full of life and energy but I am not on an ego trip.

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Quote of the day

“What questions am I able to ask my customers that are not being asked by my competitors”?

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Keeping Customers

Following on from the last post. What happens if you lose a big customer? What are you prepared to invest in getting them back? I suggest it may be a lot more than what is would cost if you invest in retaining them.

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Your Best Customers

What are you doing to retain your best customers? Did you know most customers and salespeople take their best customers for granted.

If sales are pouring in everyone celebrates but if sales drop off there are excuses. Remember 20% of all your customers will be doing 80% of your business and you need to take care of these people. I suggest as a sales manager you ask your sales representatives to call in person at least once per month. You as an employer or sales manager should visit your best customers every three months and review your business with them. It is extremely important to build a relationship and trust. These people are your livelihood.

You may be selling products to a retail business; there are a number of sales people on the floor. Your relationship may be with the owner, department manager or buyer. It is most important you get to know the people selling your products. Communicate with these people on a weekly basis, talk about other things rather than tell them “Sell more of my stuff”.

Try and assist them with sales tips, ideas and strategies to help them make more sales. Try and create partnership programs with these people and provide incentives for them. Naturally this has to be done with management approval but it is a very effective way of building sales and your strength in that business.

Investing in your best customers is like an insurance because if you lose them it is a disaster.

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Quote of the Day

In the middle of difficulty lies opportunity

Albert Einstein

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Sales Goals

There are four major reasons people do not achieve their sales goals.

1. They do not write their goals out and keep them where they can be seen.

2. They do not plan to achieve anything.

3. They do not commit or live up to the promises they make.

4. They do not make goals that were achievable right from the start.

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I’m evaluating a multi-media course on blogging from the folks at Simpleology. For a while, they’re letting you snag it for free if you post about it on your blog.

It covers:

  • The best blogging techniques.
  • How to get traffic to your blog.
  • How to turn your blog into money.

I’ll let you know what I think once I’ve had a chance to check it out. Meanwhile, go grab yours while it’s still free.

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