Sales is a Predictable Science
You are going to love this post, especially if you are in sale. For some of you, this will be a great reminder and others it will be a revelation.
Sales is a predictable science.
Success in sales is not dependent upon personality, attitude or good looks. Those can be factored into the equation, but I have met people with a terrific attitude, who could not sell a 20-dollar bill for a dollar. I have also met some very ugly souls, who could sell a ketchup popsicle to a woman wearing white gloves.
What does this mean for you?
It means that you can determine and predict your results. The point of this article is that you need to track your statistics. If you are not keeping track of your numbers, then you are loosing money.
If you are already keeping track of your numbers, congratulations. Take it a step further and see where you maybe able to incorporate another statistic. Become a student of your game and by all means, be ridiculous; be a stats freak. I promise that the leaders in your industry are keeping score everyday.
Here is where to begin:
1. Determine where each prospect starts in your sales process.
2. Look at each level of the relationship from start to finish or when the sale is made.
3. Define each level and start keeping track.
For example, let us say your sales process starts with a phone call. So count how many phone calls you make each day. Next, track how many of those phone calls resulted in you getting a hold of the person you wanted to reach. Then track how many of those contacts went to the next level of your sales process and so on until you get to the sale. Even after the sale, you could keep track of how many referrals you generated. Then track how many of your referrals turned into to sales.
Another example – if you are in a real estate, how many open houses do you hold? How many people attend each of them? How many of those people do you talk to again?
One of my favorite clients from Minneapolis brought me into his office and showed me the statistics that he has been keeping for the past fifteen years. He could look back and see that 75% of his clients had started out by coming to an open house or were referred by someone who has been to one of his open houses. This is a man with more than $40,000,000 in annual sales. I have no doubt that his level of accuracy and diligence in keeping track of his number led to this success.
Investing the time in you statistics is one of the greatest investments you will ever make. You will be able to see where your numbers need to be improved, and if you focus on that area, your sales will automatically go up. You turn into your own coach and business analyst and reap all of the rewards!
Be Free!
Tom Weber
Instructor
