Improve your sales performance

Improve Your Sales Performance
In 10 Simple Steps

1. Clarify your mission.
Begin by understanding your business niche.
 What do you do best?
 Who needs what you do?
 How do you best approach these prospects?
 How much are they willing to pay?
If these questions are not answered easily,
campaign at the top for clarity and vision.
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2. Break the mission into SMART
goals.
Write down the activity goals (calls per day, proposals per
month, referrals per call, etc.) that you can control.
Set results goals (sales per month, amount per sale, profit
per sale, etc.) to measure your progress, and track them
closely.
Increase your activity and measure the results. Goals
focus your attention and energize your action.
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3. Sell to customer needs.
Always assume your prospects will buy only what they
need.
How can you convince them of that need?
Emphasize the features of your product or service that
reduce costs and solve problems for the customer.
Sometimes you can reposition your wares.
For example, you sold wool uniforms for their look and
feel;
now stress wool's durability and lasting value.
Be creative in your sales and marketing.
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4. Create and maintain favorable
attention.
Effective marketing, referrals, strong sales skills, and
strategic questions are the keys to creating favorable
attention.
Diligent follow-through and above-and-beyond customer
service are the keys to maintaining it.
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5. Sell on purpose.
Know both what to do and why you're doing it at every step
along the way.
 Who are you targeting and why?
 What are you going to tell them and why?
 What are you going to ask them and why?
 What is your proposal going to look like and why?
 When are you going to ask for the order?
If you don't feel sure of yourself at every step of the selling
process, get some training or guidance.
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6. Ask, listen, and act.
Better than any others, these three words summarize
success in sales.
Your questions must be creative, planned, relevant, and
direct.
Your listening skills must be highly developed.
You must respond and take action that proves that you
listened to the customer and want the sale.
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7. Take the responsibility but not the
credit.
Realize that you are the team leader.
The company looks to you for direction and supports your
effort.
To build a strong support team willing to go the extra mile
when you need it, give your team the credit for
everything that goes right, and take the blame when it
goes wrong.
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8. Work on the basics.
Even the best of the best have room for improvement.
Make a decision to improve your weaknesses, and set
goals to force yourself to do the things you don't like to
do.
Be more creative in your prospecting, fact finding, and
presentation skills.
Imagine the perfect salesperson and compare yourself to
the ideal.
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9. Develop your attitude.
Your attitude is controllable.
Conquer your fears.
Change the beliefs that limit your success.
Your thought habits control your commitment, enthusiasm,
persistence, resilience, happiness, and confidence.
Be aware of them, decide which ones are unproductive, and
then make a commitment to change. With time and effort,
you can become the person you want to be.
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10. Maximize your time.
Focus on your goals. Test every activity for its importance
and urgency.
Create an ideal schedule, and test your actual time use
against it daily.
Remember, just one hour a day used more productively
adds up to more than six extra weeks of productive time a
year.
Wagons Learning

Improve your sales performance

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