Boost Sales

Based on these facts, you can't waste your precious time on the 'B' - and especially the 'C' - accounts that drag you down.

I appeared as a guest on a radio show last week and a uninvited guest who was not selling what he should asked, 'What can I do up and down all the paperwork and other stuff I have to do? It takes away my selling time and keeps me from making sales calls.'

My response was, 'No it doesn't. You aren't selling what you should you are making the wrong choices some how to use the time you still have available.'

This is what I suggested he do to make cardsharp choices that lead to sales success.

List all the things that are problems for you, then identify the ones you can control, and forget in spitting distance the ones you can't control, such as paperwork, and other things the company requires. Every salesperson I know has these problems. Get over it and move on. plunge into by recognizing there are two great truths about selling. They are: 1. You must sell new action to be successful, and 2. There is never enough time.

These are much more than just purify truths. Indeed, they are mathematical facts.

If you will think hereabout your sales quota for this year and compare that figure to the revenue you project to receive from your current customers, you will, in all probability, be short of your goal. This shortfall can only be made up by selling new mimicry to new customers

That is a mathematical fact.

Consider, also, there are only a limited number of days left this year. But, all of those days are not approachable for you to make sales calls. You will be surprised at how few days are left if you subtract the days you can't make sales calls. These days include weekend days, holidays, days you spend on paperwork, meeting days, vacation days, training days, and other 'lost' days, such as sick days, the days midst Thanksgiving and New Years, and days when you just are not up to par.

Most salespeople I've worked with who do this exercise find they have fewer than 125 'sales' days in the entire year. That's a mathematical fact, too.

Let's put this math to work. odds are not far 80% of your present sales come from 20% of your customers, and 80% of your NEW sales will come from only 20% of your prospects.

Based on these facts, you can't waste your precious time on the 'B' - and especially the 'C' - summation that drag you down. And you sure can't spend time trying to sell prospects that don't have the potential to be 'A' accounts, or at least 'B+' accounts.

Many salespeople make the mistake of spending what little time they have with low volume customers who will never contribute significantly more than they do now. When these salespeople prospect, they call on prospects who have only enough potential to go with a 'C' or 'B-' account.

Why do so many salespeople waste time they don't have ambition on prospects who will never produce enough sales to make much difference? Simply put, it's since they are commodious in these 'safe' situations. Even though their busyness is not sales producing, they would rather stay in their physical pleasure zones than push the envelope and do those more arrogant work that will produce sales.

They will never be successful doing that.

Dear Reader, think like a winner. Do the math, then spend 80% of your time on the 20% of customers and prospects who have potential that will enable you to reach, and exceed, your sales goals this year.

'Think like a winner. You'll never be a hot dog if you think like a weenie.' - Mike Stewart, CSP

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COPYRIGHT 2005-2006 by Michael M. Stewart. All rights reserved.

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