فصل 21 بخش 2

Noon Call client list for lunch

Either lunch out with client or be seen out where they are 1–5 pm Massive outflow

Send mailers to five sold customers

Send mailers to all traffic ten days old

Send out five mailers to friends

Send out five mailers to business contacts

Send out five birthday cards

Personal visits to clients at office before day over

5–8 pm Handle appointments and walk-in traffic

Continue to work the phone til day end

8–10 pm Update tomorrow’s battle plan

Go home/be 100 percent with loved ones

Avoid TV

Make a list of great contacts to make the rest of the week Write your long-terms goals again

Try to sleep

THE PROFESSIONAL SALESPERSON’S DAILY COMMITMENTS

I commit to working my plan every day!

I commit to a “can do” attitude with every customer!

I commit to doing whatever it takes!

I commit to exceeding the expectations of my customers!

I commit to staying focused on what I want!

I commit to taking every opportunity all the way!

I commit to following up on every opportunity!

I commit to being highly ethical in every area of my life!

I commit to making changes where necessary!

I commit to educating myself every day!

I commit to training every day!

I commit to doing the right thing!

I commit to being the most positive person I know!

I commit to quit making excuses and just make it happen!

I commit to making my dreams come true by my actions!

THE TEN COMMANDMENTS OF SALES

Commandment 1: Be Proud and Be Positive

Dress like you are proud, act like you are proud, and be the most positive person your customer will ever meet.

Commandment 2: Dress for Sales Success

Commandment 3: See the Sale

Customers don’t make sales, the salesperson does. If you leave it up to the customer, nothing will happen. If you can’t see it happening it never will. You must see the sale before it actually takes place. You have to know that you can get the sale done and see the customer owning your product and going to the register or into ownership with you. If you don’t see it, it will not happen.

Commandment 4: Be Sold on Your Offer

This is the most important of all sales. If you can’t make this sale, you won’t make many of the ones that pay you! I know salespeople who sell products they don’t even own. How can you do this and expect to sell your products? Each week I write a list of the reasons people should own my products and why they are worth the investment.

Commandment 5: Know Your Value Proposition

Your value proposition most often has nothing to do with your product. What do you bring to the table that sets your proposal apart from all others? Find out what is of value to them—what would you have to see that would cause you to take action?

Commandment 6: Always Agree with Your Client

When you hear something you object to or disagree with, handle it with agreement, not disagreement. Even if the customer is wrong about something, there is no value by telling him so. Always, always, always agree with your client: “You are right,” “I agree,” “I am with you!” It is often better to just acknowledge your client than to try to handle the client. Sometimes, “I agree with you” is enough.

Commandment 7: Super Freak Demonstration

Make sure you demonstrate double the value in your demonstration of a product. No one spends $200,000 on something that is worth $200,000. They only spend $200,000 when they believe they are getting something of value in excess of what they are spending. Super freak your presentation so that people can’t live without your offer.

Commandment 8: Be Time Efficient

The buyer of the twenty-first century is in a hurry. My goal is to do as much selling as I can in the shortest period of time possible. Shortcutting will only cost you more time. Spending more time with your client will NOT ensure a sale, but in fact will negatively affect your closing ratio and gross profits. Spending quality time and knowing what your buyer values will save all parties time.

Commandment 9: Assume the Close

“Follow me and I will show you how easy it is to own your new ___.” “If there aren’t any other reasons for taking the next logical step, follow me.” Make it difficult to say no by not asking a question and just moving forward. “Follow me” and “sign here” are two of the most powerful phrases to a salesperson.

Commandment 10: Always Persist in the Close

Until a transaction is closed, you have provided no value to your client. Most salespeople never attempt to close one time, much less persist enough times to get the sale. “Sign here” are the words of a closer; being able to handle all the stalls and objections that surface is what determines whether you will be successful or not!