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101 ways to succeed in selling phần 2

Tham khảo tài liệu '101 ways to succeed in selling phần 2', ngoại ngữ, ngữ pháp tiếng anh phục vụ nhu cầu học tập, nghiên cứu và làm việc hiệu quả | Part Two SELLING SKILLS PLANNING AND FOCUS 23. Stay Focused Set your objectives and stay focused. Concentrate on high-payoff activities. Do the things that directly contribute to sales. Companies fail for the same reasons sales representatives fail lack of focus and clarity. Focus concentrates energy and magnifies its impact. Using the same energy required to light a light bulb a laser beam can cut through solid steel. By focusing on high-payoff activities you can achieve quantum leaps in performance 24. Be Results-Driven Plan for results not events. The problem with many time management books is that they are event-driven rather than being results-driven. The emphasis in these books is on to do lists and schedules. Make a point of asking this question to yourself several times a day Is what I am doing right now going to lead to more sales If the answer is No then stop what you are doing and re-focus your efforts on tasks that will lead to more sales. 25. Keep Statistics Develop a set of key statistics for your sales situation. Your key statistics will most likely include the following number of telephone calls to reach a prospect number of telephone calls to get an appointment number of appointments to get an order and dollar size of average order. From these numbers you can then calculate commission per telephone call commission per appointment and commission per order. Use your statistics to monitor your results and to identify problem areas. For example you find sales are down for the week. By examining your statistics you can find out exactly why sales are down average order size is down and then work to correct the problem concentrate on larger dollar volume orders. 11 26. Understand the Law of Averages Over time in one-call closing situations your closing rate may be 60 or six sales made for every ten presentations. However your closing rate in the short term may be one out of ten or nine out of ten. On the one hand if your rate is one out of ten in a .