Selling 108 or how to be a well oiled machine

How do you manage your day to day activity like a well oiled machine?

When I first started in outside sales, I had an immediate problem that was hard to overcome.  I was a lazy salesman.  I would get up early, arrive at the office early, start shuffling paperwork, drink a lot of coffee, find things to do, fill out forms that needed to get done, and lolly gag with other people in the office.  I didn’t realize that they were on a salary and got paid until they got fired.  I wasn’t making very much money at that time because I had not mastered the “Art of selling”.  It is an art that has to be learned and embraced.  Even today if I do not have discipline with my time, I will waste a lot of it.  It is difficult to stay on track just as it is for a factory worker on the assembly line.

A sales person is not paid by the hour.  A sales person doesn’t get to bank time or bank money unless one thing happens.  That one thing is the closing and collection of the money for a sale.  Once you realize this you can then construct a pipeline or process to lead you down the road to closing more sales.

Let’s break this down to small bites that you can easily chew on.

Looking at a sale backwards, here are the steps that got you there.

A.  You made a sale

B.  You demonstrated your product

C.  You made an appointment to demonstrate your product.

D.  You made activity to find a lead to a prospect.

E.  You did activity to find a lead.

F.  You learned how to demonstrate your product.

G.  You learned the process of selling

H.  You decided to make a career in sales.

If you look at these steps backwards you can see that the time and activity that I was wasting just didn’t make any sense.  If you can rinse and repeat these steps over and over you will be on the path that will insure your future income and prosperity.  You have to take the emotion out of your job and leave the mechanics in place.

There is a magic word that will motivate you and help keep you on track.  That word is “Action”.

Each one of these steps outlines above is action that you have to drive in order to be successful.  If you are in a company that furnishes leads for you then you are on a path of dependency that you should avoid at all cost.  If you are the professional that you should be then you will get your leads from your actions.

Soon I will finish a sales course that you will be able to purchase for less than 1% of what you will benefit from.  If you apply this course of action you will make 100 times what the investment will be.