The Magic Secret of Numbers and Statistics in Sales.
by Timothy L. Drobnick Sr.
People are amazed by my ability to predict exactly the amount of money a salesperson can earn. I can demonstrate this ability any time, and each time I know I will be absolutely right.
Until you have become a professional salesperson, you may not realize that selling is an art and a science. The science part lets you predict exactly how much you can earn weekly, monthly, and annually.
I have trained thousands of salespeople with the secret I will reveal to you today. And this secret has been proven hundreds of times over and over by each of the thousands of salespeople I have trained.
I discovered this secret when I managed seven salespersons By counting calls, presentations, and sales of my salespeople I learned some very important things. I put this knowledge to use for myself after I began to make my living selling for various companies. In short order I demonstrated the wisdom of the secret for myself hundreds of times over.
In 1987 I was selling the same product over the telephone for an entire year. My goal was to use the phone make 60 presentations every day. I was averaging one sale for every 10 phone presentations. Doing the math: if I made 60 calls every day, I would average 6 sales every day. In a six-day work week, I could make 36 sales for the week.
Every week I made my 36 sales, so every week I knew exactly what income I would make. It was better than a salary, because if I wanted more income I could make it by doing 1 of 2 things:
A. Make more presentations B. Improve my ratio of sales to presentations.
I worked a split shift, so I was fortunate to have 5 hours every day to do whatever I wanted because I worked a split shift. from 9:00 AM to noon and from 5:00 PM to 9:00 PM. I used this time to improve my sales skills and knowledge, reading books written by sales, self motivation, and self improvement experts. None of the other salespeople used their off shift time that way.
Often the rest of the sales crew would tease me that I read too much, but I just laughed with them and kept on reading.
After about 2 months of practice, reading, keeping notes, and creating many new closes, my ratio had improved to 1 sale for every 8 presentations. I continued to improve and by the time I finished selling these products after one year, my ratio had reached 1 sale for every 3.2 presentations.
I knew the exact tone inflection to use on which prospects, which close to use and when. This knowledge came from the practice of making the calls and from the things I had read. Since I was responsible for the outcome of every call, I knew that I alone controlled how much money I would make each and every day.
Did you think sales was uncertain? You probably thought that being in sales was an uncertain profession. But it is not if you use my secrets I will reveal to you below. The fact was that each week my ratio was so certain it did not vary past 1 sale per 3.2 or 3.4. It was always that close.
How the Secret of Numbers and Statistics Works:
It may seem boring to keep track of your sales statistics, but I have proven an almost supernatural like system doing just that. When you see the high income you can earn using this system, you will no longer find statistics boring. Here is how you use my secret magic system:
1. Your product or service must create a compelling need and desire in your customers.
2. The numbers will NOT work for you if you do not keep a consistent schedule. You must work the same amount each time, and the same number of times each week.
Very Important: The numbers do not work a day at a time. By the end of each and every week I would have my average total for the entire week. When I was tracking my response I would have days with no sales, a few sales and sometimes a lot of sales. But in order to get the average goal for the week, I still had to put in the same consistent schedule.
Here is a typical week with an average of 1 sale per 10 presentations: Monday 60 presentations 2 sales Tuesday 60 presentations 4 sales Wednesday 60 presentations 0 sales Thursday 60 presentations 8 sales Friday 60 presentations 14 sales Saturday 60 presentations 8 sales. Total for week 360 presentations 36 sales.
I didn't know which days I would make the sales. But if I made my 60 presentations each day, by week's end I would have my 36 sales. I could not skip a day or even part of a day, because the system doesn't work like that. I also had to protect my health because it didn't seem to work as well when I was sick. But when all things were consistent, my sales stayed the same and I made money.
I found that a good schedule should be something every day for 5 or 6 days per week. You can make the system work even if you can only work 1 hour every day. But you must pick a schedule and stick to it.
3. A simple calendar on a piece of paper will do, but no matter what type of calendar you use, you must track your presentations and sales.
There is no need to track your calls or call backs. Those are totally unpredictable. Track your presentations and sales only.
A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.
4. A sick person can sell some, but a sick person will not be able to see consistency in their sales work. You must keep yourself healthy. You need rest, some exercise, a good diet, and some recreation to stay at your peak.
5. Books and listening to tapes and seminars about improving your sales craft will take you to the next level. Napoleon Hill's, Think and Grow Rich is one of the all time best sales books.
6. How many sales do you want to make each week, each month, and over the next year? Write it down! These are your weekly, monthly and yearly sales goals. I recommend posting that in a prominent place you will see every day.
Most new salespeople will be able to achieve 1 sale for every 10 presentations. You will make more sales per presentations as you get practice in selling. Just follow my secret method.
Now you know the MAGIC of numbers and statistics in sales. I have given you the whole thing - you can do it!
Timothy L. Drobnick Sr. is still helping people learn how to become the best salespeople. View the slideshow to see how Tim can help you be the best salesperson you can be. Don't reprint this exact article. Instead, reprint a free unique content version of this same article.
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