Ｐａｇｅ 87332 ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ 通常モードに戻る ┃ ＩＮＤＥＸ ┃ ≪前へ │ 次へ≫ ━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━━ ▼The Network Marketi Mushicaissuck 12/8/5(日) 21:31 ─────────────────────────────────────── ■題名 ： The Network Marketi ■名前 ： Mushicaissuck <o.f.fi.f.ic.ia.l.e.r.a.m.sg@gmail.com> ■日付 ： 12/8/5(日) 21:31 ■Ｗｅｂ ： http://www.officielairmaxfr.com -------------------------------------------------------------------------
| The ten Most important "To-Do's" of Any Productive Salesperson 1) Define your Target Market place 3 inquiries that set you up for success (or failure) 1) Who do I call on? 2) What do I call on? 3) Why must I call them? Here's why: 1) Your average revenue per account is straight proportional to what companies you decide to call on. 2) The amount of responsibility you call on directly impacts your sales cycle and 1st appointment to proposal ratio. 3) And also the purpose you call on them directly influences your closing ratio. Get the image? What this tells you is that you do have absolute control over your overall performance metrics. Nevertheless, you should be able to clear on the "who", the 'what", as well as the "why" to know probably the most powerful prospects to call on. Your answers really should relay: Vertically by sector Horizontally by title and Benefit-based by application. 2) Develop a 'Targeted Choice Process' Sales men and women without having targeted prospects are like trees with out leaves. Eventually, you wither and die! Your target list is one of the most vital ingredients to begin your sales method. Obtaining targeted, prospecting information should be an ongoing project. It must be done prior to and independent from the act of communicating to set a 1st sales appointment. Irrespective of whose responsibility it's to accumulate this target list - (the sales individual or the company) - it Should be carried out ahead of time. Consider of it because the preferred destination in your road map, along with a needed item to verify off prior to you begin your trip. 3) Recognize & Identify your 'Magic Number' Your 'Magic Number' is the number of new appointments you need each week to assure your income goal is met each month. It's a derivative of your sales cycle, average revenue per sale, 1st appointment to proposal ratio, closing ratio, and income goal. It too is a dynamic number which is based in your individual competency ratios and performance numbers. So, it's personal to you, and directly linked to your results. Let me say that again. You magic number is personal to you - and Straight impacts your good results. By meeting or exceeding this activity number, you can routinely eliminate fluctuating sales results and virtually assure achieving your income goals. 4) Interpret your 'Hourly Rate' The lure of flexibility, the temptation of low supervision as well as the idea of freedom from a regimented time-clock makes professional selling a very attractive career choice for the dreamers, visionaries and idealists among us. To borrow a quote from Phil Helmuth, two-time World Champion of Poker"It's the hardest way to make easy money there is." It's true. We don't punch a physical clock or necessarily have someone monitoring our time on the job. But we do have an internal clock of accountability. It's not accountability to our organization per say, but to our desired results and to us. It's called our 'Hourly Rate.' You can calculate yours by dividing your income goal by 252, and again by 9. Want to join the 100K Club? You don't need to have cumbersome time management courses to make the right choices in your daily routines should you be aware of what you are worth. 5) Block 90 minutes a day, for 'Opportunity Creation' In the event you want to leap more than the heads of your colleagues - adopt this strategy: Block off 90 minutes per day (Every day) to initiate contacts for new appointments. You can slide it up and down during the week, but do not eliminate any blocks until you achieve your 'magic number' for the week. Consider this your weekly quota. Not in income, but in activity. Use the 90-minute block for contacting targets, not figuring out what targets to call. Have your list ready and complete. Discipline yourself to daily routines to achieve weekly goals for assuring your monthly results. 6) Define & Measure a minimum objective for the 1st appointment Do you know what your objective is for your very first appointment? What is it which you are trying to achieve? How are you measuring Air Max Pas Cher it? Simply putyour objective needs to be to gain commitment to take the next step in the sales approach. This evaluation will lead you to a results oriented education process to improve your 1st appointment to proposal ratio. You ought to create a 'gateway' definition and business rule to gauge how may times you achieve it. Then be sure to measure it and discover a strategy to re-adjust your product or service. 7) Assemble a checklist of strategies & tactics between appointments in your sales cycle Want to know the difference between a sales leader as well as a sales follower? Just watch what they do during their "in between time". You may be shocked to know that the difference between excellence and mediocrity is what routines and processes a particular person puts in place between appointments, not just during appointments. Use these tips from the X2 system to help you develop good habits between appointments. 1. Air Max Pas Cher Will you have all the decision-makers present for the 'closing 'appointment? 2. If not, what can be completed to get them involved? 3. Is there a perception of risk because of brand identity? 4. Fax more than any pertinent market articles and testimonial letters from businesses similar to theirs. 5. Do they believe you will be expensive? Develop a ROI model exclusive to their enterprise. And on it goes. Meet with your team to brainstorm around each scenario that happens in the sequence of appointments, and develop Powerful Routines to raise your closing ratio and quicken your sales cycle. 8) Integrate 'Customer Creation' programs The secret of being a "master of cold-calling" is NOT actually having to do it - Jeff Hardesty If you've been in your sales position for more than 4 months and you're still relying on cold-calling 100% with the time, you're working way too hard. The key to efficiency would be to work smart, not hard.here are a few ways to leverage your success. Set up a method of routinely asking for referrals at the end of your sales procedure, (win or lose). Join or start off a lead group. Create your own referral program. Identify clients with customers that you just can help. Contact businesses that have services that compliment yours, and educate them to your collaboration program. Use these 'Customer Creation' models and reap the rewards of a true entrepreneur. Rememberthe key is always to LEVERAGE every available resource you have. 9) Pro-actively Procure Testimonial Letters Probably the most powerful 'grass roots' marketing tools is scenario-based testimonial letters. Set up a method in your daily routine to let loose when you hear opportunities for testimonials. They are abundant, and can be born out of both good and bad scenarios. In fact, a 'bump-in-the-road' letter is 5 times more powerful than the standard 'Golly-gee, you're great!' letter because it shows that someone had a problem and you fixed it. Everyone knows stuff happens. So when you solve problems for people - get a letter. Strive to secure a testimonial letter from each of your customers or inquire about what you must do to get 1. In the event you will do this, you will build an arsenal of "trust building" "customer getting" and "sales closing" tools that will be more valuable to you than gold. ten) Train for a High 'Conversation to Appointment' Ratio Most sales organizations die a slow death from not setting enough "new" appointments on a routine basis. That's because the typical conversation to appointment ratio is between 5-18%. Therefore, one of the most crucial competency to "train to" and "ratio to measure" in sales is converting conversations to appointments. With the myriad of potential roadblocks in your way such as voice mail, gate keepers, and busy schedulesit's hard enough to just get a conversation with your prospect. So you ought to dedicate some training time to this core competency. Then you can improve your conversion ratio and you will need to have fewer conversations to achieve the required number of new appointments. Less hits, more appointments. Less time, more commission. |