The Mental Side of Sales презентация

Result

Quantity means how many sales actions are made / potential customers is being adressed.

Direction, means your the recepient of your sales actions.

3. Quality, tells how well your sales action affects to the recepient.

If this is close to zero, it doesn’t matter how well the other parts are done.

If your selling to wrong people (who are not decicion makers), the quantity and quality is indifferent.


3. If the quality of sales actions is really poor, it doesn’t matter how high the amount is.

So

for yourself

Keep different opportunities, of different size and faize active.

Clean up the ”no good” / old

Remember:


If you can keep on filling the ”Sales Funnel”, then you will know how well you are going to do this month, and you can start working towards the next months salary

Process of this kind creates assurity for you!

probably say:

”Action leads to reaction,
Reaction leads to counteraction,
Counteraction leads to interaction,
Interaction leads to conversation,
and without conversation there is
nothing and nobody to Sell”

A

”Do, or do not. There is no try.”
- Master Yoda

yourself.“ - Wayne Dyer

Rubanovitsch – Myy Enemmän, Myy Paremmin . 2007 WSOPpro s. 35

hänen lankonsa ”luottamuksen ringin” ulkopuolelle ja vaikeutti näin huomattavasti heidän välilleen luotavan luottamukseen perustuvan perhesuhteen onnistumista.

Tracy

”What is the diffenrence between good and great sales people?”

the goals given”

Every sale is a good one - 100% Hitrate

Sales tools, Boss, Location, Kitchen table is wrong…

After this big sale, I can lay down for a while

I’m too busy to do more results

Wait, I will put my sales cape on.

”Camoon, one day. What does it matter...”

customers are not as important

Stop making excuses – to yourself and to your customers

Kaizen & Lean– Continuous improvement

Time is the most valuable asset in Sales – how well are you managing it?

Be a Salesman & yourself 24/7

Exceed expectations – Build trust

the customer relationship
- don’t over emphesize it

Are you Closing a sale or Opening a Relationship?

Different techniques are often harmful
Customers are not stupid

”You cannot control a sale”

Be a customer for yourself – You will learn a lot!

Closing & Opening?

do in planning the marriage”
- Zig Zeglar

Focusing on Closing

at a Yes.” - Brian Tracy

“Fear is the path to the dark side. Fear leads to anger.
Anger leads to hate. Hate leads to suffering.”
- Master Yoda

impression is made within 3 seconds, are you genuine or not? What is the goal? The Sale or the Relationship?

goals for yourself based on your situation and desires

size is the time used/ effort made
to this segment

All customers are as important

Typical Model:
Time / Effort:

Are Not

as important to us/me.

Are Not

as important

Remember the Pareto principle: 20/80 – Rule

Are Not

Note: I’m not saying, that you should treat your customers badly, you just need to categorise your customers in order to serve them even better (by you or is some other channel better?)

else help with this?

This way you will get a customer,
that is loyal to you in return.

”I’m always there for you, when necessary”

things that absolutely need you in particular
Do and use ToDo- lists where you will prioritize your activities.


Reading tips
”4 Hour Work Week”- Tim Ferriss
”Seven Day Weekend” – Richardo Semler
”ReWork” – Jason Fried & co.

”Hourly Rate!”

= result of a failed organizing and prioritizing (not necessarily yours though.)

Being Buzy

the top,
thats the day you start falling from there”

Attitude 90 %

Acitions 9 %

Know how 1 %

”The key factors of successfull salespeople”

be a Super Salesman”

keep your eyes & ears open for opportunities.

NOTE:
This DOESN’T mean that you should sale something to someone all the time.
But be responsive, possibilities may occur in very notlikely time & places

Selling doesn’t happen in the office. Face to Face time with the customer matters.

I recommend to watch:
”Why Work Doesn’t happen at Work” - Jason Fried

your boss/customers
but stop cheating yourself for god’s sake!

This is one of the TOP 5 reasons Sales people don’t achieve their goals - They are not willing to do what it takes & improve their actions in order to be better on what they do.

NO your not getting too many emails – you just react to too many useless
You are NOT too busy – you just focus on not important and to too many
YES you are getting leads – If you are willing to do something also for yourself
YOU KNOW YOUR PRODUCTS – If you are using 10 min to learn them

Are you focusing on the right things??

Be Yourself.

It is important to figure out your own Strenghts & Weaknesses

Do the DISC analysis to figure out what kind of Sales personality you are
SWOT for Sales people

Although you can never ”Get to the top”, you must reward yourself occasionally.
Coffee after a cold calling session etc.

Don’t be to harsh to yourself
REMEMBER. You can’t control everything in a sale.

luckier I get” – Gary Player “I've failed over and over and over again in my life and that is why I succeed.” - Michael Jordan

Sani Leino

“I don't know the key to success,
but the key to failure is trying to please everybody.”

- Bill Cosby

Thanks!