Goals, Performance

If you’re a true pro….you keep track!

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If you’ve never kept track, start. If you have kept track, go back and count.

How many first calls does it take you to get a qualified call? How many qualified calls does it take you to get a presentation/meeting/demo? How many demos does it take to get a signed contract?

Once you do this, you simply back out the numbers from your quota —- and Voila! you have your weekly activity plan. Keep the numbers, count the “no’s”, and keep on going.

Eventually, you’ll start getting better at turning the first meetings into more qualified meetings, but that will happen naturally. Just keep doing the activity plan, and you simply can’t lose!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

(This is a secret that VERY FEW salespeople actually know or use — that’s why you’ll be number ONE — If you can’t measure it you can’t manage it. If you can’t manage it, you can’t move it! — Or something like that!)

Count ’em up!

The Irreverent Sales Girl

Authenticity, Top Ten Principles of Selling

Connecting to your success

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An incredible thing to deal with as someone who’s made it … or someone who’s on their way to making it, is…..

you didn’t do it on your own.

The sooner you realize this … and give appropriate acknowledgment to those who have helped you along the way…the greater you are.

Take a look now. Who has added to your success? How can you acknowledge them today? Surprise them…and surprise yourself!

I have an idea in mind for myself that might just ALTER THE PLANET…I’ll fill you in on my secret acknowledgment and its results soon….

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love ’em up!

The Irreverent Sales Girl

Dignity, Top Ten Principles of Selling

How do you speak of your competition?

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Mostly, you shouldn’t. As little as possible.

Did you see the Chevy ad at the beginning of the SuperBowl? There was just no need to mention anyone else’s name. They’d made their point already. Nothing against Chevy, just not a good move.  See the commercial on YouTube.

When you must address the competition, you can say things like “…..the reason our clients prefer to work with us is…….”

Or, “I’m happy to help you explore the landscape of other solutions on the market.” You can even throw in a little joke like — “Please remember that I’m biased” (if you have really great rapport).

Or even, “I hear some people say that *THIS OUTSTANDING BENEFIT* is the reason our clients decided to go with us when they could have chosen anything….”

Be classy.

Put people in touch with your clients who have done their own due diligence. Let THEM talk about the shortcomings. YOU be first rate. You will stand out.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Class it up!

The Irreverent Sales Girl

 

Authenticity, Dignity, Top Ten Principles of Selling

You must tell the truth … You WILL win!

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I’ve said this before. It’s VERY EASY to get trapped into what people WANT to buy in the future.

Let’s face it….this is not to seem insensitive….we ALL want a cure for cancer. There isn’t a reliable answer for that yet. It doesn’t mean we’re not working towards it, but it doesn’t exist, now!  So, don’t promise (or even imply) things you can’t deliver!

Yes, it may be important for your customer that your copier makes color copies, faxes documents to emails and .pdf’s, and picks their children up from school.

Just because they want it, doesn’t mean that they can have it. As a GREAT salesperson, your job is to listen (REALLY listen)….get it….and then talk about what exists NOW as a best solution.

If someone else offers what they need NOW……then, direct them to it.

Your product meets other needs better… but, often, people want something that they JUST CAN’T HAVE. Be patient. Sometimes you even have to be willing to let people buy the thing that they THINK will solve the problem (did that company lie?) and you might earn them as a customer later – at the very LEAST you will earn your reputation of telling the truth.  Which you can’t beat!

Be an invaluable resource and you will get more business than you imagined! (My dad taught me that! And , well, he was WILDLY successful –more about that later).

Thanks, Dad! I love you!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

The Irreverent Sales Girl

Appearance, Presentation, Uncategorized

I don’t care who you’re selling to in the company…

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Always do your best to present yourself at least as well as a VP or EVP of the company.

No matter how old or young you are, look the part of upper management. Get pigeonholed UP! Even if it takes an investment, a personal shopper, and an image consultant. You’ll be surprised the difference it will make.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love YOURSELF up!

The Irreverent Sales Girl
 
Dignity, Irreverence

In case sales gets a bad reputation…

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I was meeting with a friend of mine the other day who was telling me a story about a company who recruits people to sell for them. I am going to leave them un-named!

This company counts on that 4% of the people who sign up will actually stay with the company. My friend was meeting with a recruiter for this company and a new recruit – after the new recruit left, my friend turns to the recruiter and says, “Do you think she’ll make it?” Without skipping a beat, he replied, “No way!”

So, why did he waste her time? And his?

Turns out there was a recruiting competition on! He was just signing ‘em up.

This is problematic on a lot of levels, but it’s WORST for the recruiter. Know why?

NOW, he gets to know that HE is someone who would sell someone out SIMPLY to make something work for HIM.

If we keep that kind of stuff up, sales just might get a bad reputation! (*wink*)

Moral of the story: Always know YOURSELF as someone great! You can’t fail and people around you will win, too!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love YOURSELF up!

The Irreverent Sales Girl

 

Wisdom

A new take on “Do what you love”

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I met this really successful guy today.

After a lot of discussion about what made him so successful, he said…..ask yourself, “Are you doing what you love?” It reminded me of my mom always saying “Do what you love and the money will follow.”

And then he added this magical twist….”Are you bringing what you love to what you are doing?”

WOW!!! When you really bring what you love to whatever you’re doing, you no longer have to be on the mad quest. It will all appear. I promise!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love yourself up!

The Irreverent Sales Girl

Winning

When it’s time to get things moving, it’s time to get on the road!

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I hate traveling. Maybe you do, too.

But, the fact remains that if you want to pour gasoline on the embers of your business – get in your car – hop a plane. Get in FRONT of as many people as you can.

A picture may be worth a thousand words, but a trip is worth a million! THEN PACK YOUR CALENDAR – anything less then four meetings a day is weeny!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Love ‘em up!

The Irreverent Sales Girl

Bringing a Dash of Dignity to the Art of Selling