M301 mc 04_structures_pp
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The document provides tips for effective sales habits including structuring your day, allocating time for tasks, focusing on the client without distractions, maintaining energy levels, and treating clients with respect. Key recommendations are to plan your day, avoid mentally managing tasks, focus on completion, and maintain good posture and movement during client meetings. Tracking sales activities and reviewing appointments is also suggested.
M301 mc 04_structures_pp
- 1. Effective sales habits Become more present with your clients by providing yourself structures RESM 4 Copyright 2010 | Ripple Effect Systems Ltd 1 M205
- 2. Reduce administrative frustration Don’t be distracted by administrative matters when dealing with clients. If you’re not fully present, then how can you expect the customer to be with you too? Copyright 2010 | Ripple Effect Systems Ltd
- 3. Useful structures and methods Daily structures: allocate time to various activities. Jim Rohn: “As a sales person, no one will respect your time unless you do. That’s why you have to get people to respect your time. If you don’t, you’ll waste it.” Copyright 2010 | Ripple Effect Systems Ltd
- 4. Five rules to improve your structure RULE 1. Allocate time, & structure your day Categorize, allocate and delegate time in order to complete various tasks. Group the tasks together. Sales is all about momentum! Copyright 2010 | Ripple Effect Systems Ltd
- 5. RULE 2. Don’t mentally manage your tasks Mentally managing tasks causes cloudiness in your mind. Always look for ways to clear your mind and reduce mind chatter so that you can concentrate on the client. Copyright 2010 | Ripple Effect Systems Ltd
- 6. RULE 3. Concentration, clarity, conversion, closure, completion Keeping to these 5 C’s (especially completion) leads to mental closure on tasks. However, don’t sacrifice momentum to keep to the 5 C’s. Copyright 2010 | Ripple Effect Systems Ltd
- 7. RULE 4. Don’t check emails when selling Dealing with apparently ‘minor’ disruptions like email will have a disastrous effect on your concentration. When is the best time to make a sales call? Just after you made a sale! You have momentum on your side. Copyright 2010 | Ripple Effect Systems Ltd
- 8. RULE 5. Plan out your day “ The more I plan, the luckier I get”. Anonymous. You can proactively fill your day with high priority activities. “ If you don’t fill your day with high priority activities, it will get consumed with low priority activities.” Dr Demartini Copyright 2010 | Ripple Effect Systems Ltd
- 9. S ales journal s Track and record your habits. If you do not track what is working and what is not, then often you will repeat the same mistake over and again instead of taking the lesson and slightly modifying your presentation. Gain awareness. Copyright 2010 | Ripple Effect Systems Ltd
- 10. Digitally record your appointments If you’re serious about appointments, then record your calls and listen to them daily. The awareness you’ll gain of what you’re doing well and what you’re doing poorly will allow you to consistently tweak and sculpt yourself into a world class sales person in a short period of time. Copyright 2010 | Ripple Effect Systems Ltd
- 11. Posture and movement Posture. Sitting uprights means you will sound clearer and you will communicate with greater certainty both consciously and unconsciously. Movement. Movement = energy = emotion = sales. Copyright 2010 | Ripple Effect Systems Ltd
- 12. Maintain your energy Whether you’re run down or feel great, it will affect your clients. Drink water Take small breaks frequently Use breathing and visualisation exercises Do something you’re passionate about! Copyright 2010 | Ripple Effect Systems Ltd
- 13. Respect , manners, courtesy and understanding Treat all clients at all times with respect, manners, courtesy and understanding while serving them. However, it is also your role to push and challenge your clients to achieve their goals. Copyright 2010 | Ripple Effect Systems Ltd
- 14. Ripple review 1. Allocate time and structure your day 2. Don't mentally manage your tasks 3. Completion, closure, concentration, clarity, conversion 4. Don't check emails when you’re in selling mode 5. Plan out your day in the morning Also remember your posture, movement, energy, courtesy, and understanding. Copyright 2010 | Ripple Effect Systems Ltd