This video is about how to increase sales in 5.5 steps…
Step 1 is to Sell from a “10”.
What we’re talking about here is having a positive sales attitude, having the sales intensity to get the best results possible. In the current market, a lot of people have got down, they are not as positive as they once were and because of this they are not doing what they need to do and they are not putting in enough kapow!
You have to remember that our attitude represents our ability to access our skills. Success in sales is not just about having the necessary skills, it is also about having the right attitude to use those skills under the many and varied pressures of a sales situation.
Step 2 is all about Belief.
We need belief in ourselves, we need believe in our company, we need belief that we can make sales, we need belief that we add value and, of course, we need belief in our products, services and solutions.
Beliefs are critical for sales success. One of the things that a lot of people lack is that belief. I see people cutting their prices, over and over, and they’re not doing it based on any reality, they’re doing it based on what they believe is going on in the marketplace or with their clients.
It is very important that we build our belief systems so that we can make sales… which leads us to…
Step 3 Share Sales Success Stories, The 4S Principle.
This applies to individuals and their need to build up their own personal sales success stories so that they can believe in themselves, believe in the value that they add and believe in their company and their product. And also as an organisation, we need to share sales success stories so that we have a really solid mindset so that no matter what goes on out there we still believe in ourselves and we still have this iron-clad belief that we’re going to be able to get results.
Step 4 is to Dream Big.
A lot of people just have not set enough BIG GOALS over the last few years. They have set goals that they thought tied in with the current economy and the current market. They were too realistic. For this reason a lot of people have let go of their ambition, they’ve let go of their dreams.
We need to think about what we do want to achieve, where we do want to get to, what our aims and objectives really are… for this year, for this quarter, for our sales and for our business and for ourselves.
Step is to Take Action.
One of the things that has happened over the last few years is that people have not been doing what they were supposed to be doing. You see people who do not do the necessary activity to get the results that they want.
If you don’t do the work then how the heck are you going to make sales? Activity is critical. What activity do you need to do to get the results that you want?
Step 5.5 is to Raise the Bar, Roll with the Best and Keep on Learning.
Raise the bar higher for yourself than anyone else ever would. If you don’t, who will? Roll with the best… We become most like the people that we spend the most time with. Who do you mix with? How do you pass your time? What impact are they having on you? And keep learning. Keep sharpening the saw. I see many salespeople who are doing now the same stuff that they were doing 20 years ago, or 5 years ago or 1 year ago. Some of it still works so keep doing that but some of it doesn’t. Frankly, some of it is pretty ugly :-(.
So, whether you have one year of sales experience or one hundred you need to keep learning and keep sharpening your saw so that you know that you are always doing the best that you can and working as smartly as possible.
This was a really quick overview of my 5.5 Steps to Sales Success system. If you attend a seminar or book me to speak at your sales conference you will learn in more detail how to apply this to your specific selling situation and what you personally need to do to make more sales.
Adios for now!
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