|
The Magic Secret Of Numbers And Statistics In Sales. |
By:
Timothy L. Drobnick Sr. |
|
|
The Magic Secret Of Numbers And Statistics In Sales.
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.
All professional salesperson know that selling is an art and a science. By using scientific methods you can determine exactly how much you can make 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.
There was a 12 month period starting in 1987 that I was selling the same product over the telephone for this entire period. I set a goal to make 60 presentions every day over the telephone. At that time I was averaging one sale for every 10 sales. This meant I would average 6 sales every day, or 36 sales for the week, (a 6 day work week).
As long as I made my 60 phone presentations every day I made my 36 sales every week, so my income was stable from week to week. I liked this much better than a salary, because if I wanted to make more money I had to ways to do it:
1. More phone presentations 2. More sales with the same number of presentations.
We worked a split shift, from 9:00 AM to noon and from 5:00 PM to 9:00 PM. This left me 5 hours in the middle of each day to do with as I pleased. The rest of the crew would just waste this time in my opinion. I instead chose to spend this time improving my craft of sales, reading books written by sales, self motivation, and self improvement experts.
Everyone teased me about how much I read, but I didn't care. I just kept on reading, because I knew what I was reading was good.
I improved my ratio to 1 sale for every 8 presentation calls in just two months by developing the sales skills in the books I read. By the end of one year, my ratio had reached 1 sale for every 3.2 presentations.
I had my sales approach to an exact science having learned the exact tone inflection to use on which prospects, which close to use and when. I was in total control of my own income.
Some people think sales is uncertain. Perhaps you yourself thought that being in sales was an uncertain profession. For people who don't know the secrets I will reveal to you below, perhaps it is. But the fact was that each week my ratio was so certain it did not vary past 1 sale per 3.2 or 3.4. So sales was not uncertain for me, and if you use my methods it will not be uncertain for you.
How the Secret of Numbers and Statistics Works:
At first you may not see the point in tracking your sales statistics, but when you see the high income you can earn using this system, you will find your sales statistics to be much more interesting. I started by tracking my sales statistics, and this was the key. Keep reading, my secret magic system will be revealed before your eyes:
1. There must be a compelling need and desire in your customers for the product or service that you are offering.
2. You must have a consistent schedule. The numbers will NOT work for you if you do not keep a consistent schedule.
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. 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.
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.
Now I never knew which days I would make the sales. But I knew for a fact by the end of the week if I kept all the ingredients of the secrets, I would have my average. If I skipped one day or a shift, my average was thrown off. Also if I was ill my average did not work. It was important to have all things consistant.
If you make a schedule to sell, it should be something every day for 5 or 6 days per week even if only 1 hour. Again, if you do not stay CONSISTENT the secret will NOT work.
3. You must keep track of your presentations and sales. Write out a calender on a piece of paper and use hash marks, nothing fancy is needed.
You may need to make several calls to finalize a presentation, so calls or call backs are totally unpredictable. You don't need to write down each and every call, track only your presentations and sales.
A presentation is your attempt to explain your services to a person that has the authority to buy who then gives you a yes or a no. You have not made a presentation if the person you talk to does not have the authority to buy. You have not made a presentation if they tell you to call back.
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. Improve yourself by reading books and listening to tapes and seminars about improving your craft. I suggest you start with Napoleon Hill's, Think and Grow Rich. It is one of the all time best sales books, and also on keeping your entire life balanced.
6. Set a goal. Make sure you know how many sales you want to make each week, each month, and over the next year. Write these down so they are in front of you.
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.
THAT IS THE SECRET. EVERYTHING has been revealed and now you know the MAGIC of numbers and statistics in sales.
http://yourhometownportal.com/article_referrals) Timothy L. Drobnick Sr. is still helping student learn how to become the best salesstudent. View the slideshow http://yourhometownportal.com/article_referrals) to see how Tim can teach you to be the greatest salesperson you can be. This and other http://www.uberarticles.com/?id=12042&b=79 unique content 'selling' articles are available with free reprint rights.
|
|
Article Source: http://www.statssheet.com/articles/article64728.html |
|
|
|
|
|
