Search:

Numbers and Statistics: A Powerful Sales Secret

I can predict exactly the amount of money a salesperson can earn. I have demonstrated this ability several times, and each time I was 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.

This secret I will reveal to you today has been proven hundreds of times over and over with 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.

I was selling the same product over the telephone for an entire year. In a six-day work week, may goal was 36 sales for the week, 6 sales every day. I was averaging one sale for every 10 phone presentations. Doing the math: if I made 60 phone presentations every day, I would average 6 sales every day.

As long as I made those phone presentations every day, I could count on 36 sales every week. If I wanted to make more money I had to ways to do it:

1. Make more presentations every day 2. Make more sales every day with the same number of 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.

It only took about 2 months of reading, keeping notes, and creating many new closes, to improve my ratio to 1 sale for every 8 presentation calls. I was encouraged and just kept developing my sales skills, and 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.

Perhaps you yourself have thought that being in sales was an uncertain profession. But I can tell you that sales is actually very certain. My personal sales ratios did not vary past 1 sale per 3.2 or 3.4. Sales was not uncertain for me, and if you use my methods it will not be uncertain for you.

Here is The Magic Secret of Numbers and Statistics in Sales.

I started by tracking my sales statistics, and this was the key. At first you may not be excited to tracking your sales statistics, but you will find your sales statistics to be very valuable once you have put the system into practice. Keep reading, I will reveal all:

1. There must be a compelling need and desire in your customers for the product or service that you are offering.

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.

An example week with an average of 1 sale per 10 presentations might go like this: Monday through Saturday 60 sales presentations every day. Monday 4 sales, Tuesday 0 sales, Wednesday 10 sales, Thursday 8 sales, Friday 7 sales, Saturday 7 sales. Total for week 360 presentations 36 sales.

It was impossible to predict which days I would make the sales. But I knew for a fact that if I kept to the rules of the system, by week's end I would have my average. I could not skip one day or a shift, because my average was thrown off. When I was ill, it also affected my average. But as long as I kept things the same from week to week, my sales were consistent and I made money.

You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.

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. You must stay in good health. If you are ill you can still make sales but the guaranteed income will not work. Get plenty of rest, some exercise, a good diet, and some recreation to keep yourself in good selling form.

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. 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.

THAT IS THE SECRET. EVERYTHING has been revealed and now you know the MAGIC of numbers and statistics in sales.

Article Source: http://www.uberarticles.com/articles

Timothy L. Drobnick Sr. is still helping student learn how to become the best salesstudent. View the slideshow to see how Tim can teach you to be the greatest salesperson you can be. This article is available as a unique content article with free reprint rights.

This article is licensed under a Creative Commons Attribution-No Derivative Works 3.0 Unported License, which means you may freely reprint it, in its entiretly, provided you include the author's resource box along with LIVE links (without "nofollow" tags).

Please Rate this Article

Not yet Rated