.: 4 Keys to Unlocking Your Sales Success Potential
By:Greg Beverly
Category:Home / Business / Sales
We’ve all heard of the Pareto Principle or the 80/20 Rule as it is often called, but today I want to introduce you to another theory that is gaining widespread acceptance. You can call it the “10/90 Potential Theory.”
The “10/90 Potential Theory” suggests that each of us reach only about 10% of our true potential. For reasons that range from lack of knowledge, to an aversion to change, to our desire to remain in our “comfort zone,” to outright laziness, we fail to take the necessary steps to realize the massive 90% of our potential that we leave on the table. When you think about it, it’s outrageous! Think of the happiness, the joy, the love, the wealth that is not being realized! Now consider this…by reaching only 20% of our potential, we can DOUBLE or accomplishments!
Today, we are going to consider some very basic and practical applications to help you double your accomplishments in life. There are 4 keys to unlocking that potential. You can take each of these and apply them to any aspect of your life, to reach “________ Success Beyond Your Wildest Dreams,” but for today, let’s look at how you can use them to reach “Sales Success Beyond Your Wildest Dreams.” So, without further adieu, let’s look at the 4 key areas of what we call the other 90%. The 4 keystones are Trust, Energy, Vision, and Nerve.
1) Trust is all about building and sustaining exceptional relationships. You have to look at establishing a level of trust and rapport within the first 5 or 10 minutes of meeting someone. Remember building and sustaining these relationships is the keystone. Right now, take out a sheet of paper and list 3 ways to build trust with your customers and prospects.
2) Energy. Increase your calm effectiveness under pressure. This is very important. You must have an optimistic presence of mind, recognize when tense energy is taking over and also realize that tense energy wipes out a lot of your own energy and stamina at any given time. Look at distancing yourself from noise, negativity, and anger, taking essential breaks and strategic pauses. Knowing how to convert tense energy into positive energy will take you a lot further in making the sale.
3) Vision means creating your own future. Keep glancing ahead, hope irrationally, always look at the potential, take more risk. It’s very important to constantly visualize what you want. You have probably read this and heard this before, but it’s very critical to use for success in sales. Focus on what you want until it becomes your dominant thought. Have a vision for where you want to be and what you want to accomplish in your life. It is an accepted fact that we tend to move away from things we don’t want, i.e., avoiding pain, rather than moving toward the things we want, i.e. pleasure. If moving away from the pain dominates your thoughts, then you don’t have time to think about what you really want. Instead visualize your ultimate destination and where you want to be rather than thinking about what you want to avoid. Create your very own future, full of pleasure rather than absent pain.
4) Courage. Make adversity your ally. Reach deeper. Look forward. Search harder. Accept that setbacks will happen and they yield wisdom. Test and strengthen your spirit.
We can be better than 10%. We WILL be better! Think about this…we have the potential to increase our success level by tenfold! Now, does doubling, tripling, or even quadrupling your sales results still seem out of reach. We must first recognize what we are missing and then commit to doing what it takes to change it. Start today and begin your journey to “Sales Success Beyond Your Wildest Dreams!” You can do it. Start today!
Article keywords: sales success, sales coaching, success, sales tips, sales techniques, sales goals
Article Source: http://www.articles32.com
Greg Beverly is a sales coach dedicated to helping create abundance for all who seek it. Find out how YOU can become a sales champion and live the life of your dreams by visiting www.salessuccess.yougethelp.com today.
.: New Sales Articles
1). Persuade People and Earn Higher
In business, the primary goal is to succeed. Focusing on four basic principals can increase your sales by up to 300% or more
2). Sales And Marketing - Let Others Do The Work
Why let your advertising rep do all the work when you have a sales force right in your own back yard, and you might not even know it.
3). How To Retain Your Top Sales People
Retaining top salespeople should be the first priority of any sales manager.
4). Free Mortgage Leads
How to generate free mortgage leads to market to
5). Give Them a Reason
When you go to buy a car, do you like going to the dealership? Maybe you like all of the pristine cars and the way the new cars smell, but the salespeople can drive you crazy!
6). Using Testimonials To Create High-Impact Sales Letters
One of the best tools you can use to help convince readers that they need your product or service is a testimonial from a satisfied customer.
7). On The Importance Of Automation In Business
Sales and how to manage it is so important in every business today and automating could just mean an increase in productivity.
.: Top Sales Articles
1). Forget the Eagle, Peacock, Owl or Dove ... are you a Canary?
You may be familiar with the Eagle, Peacock, Dove and Owl from the program that identifies your behavioral social style. This isn't about any of those birds. It’s about being a Canary - or not!
From the early 1900's to the mid 1980's, coal miners around the world used canaries deep in the mines to alert them to dangerous levels of carbon monoxide gas.
2). The Sales Training Series: Dealing With Sales Objections and Stalls
Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.
3). Power Words
I conducted a teleconference a few weeks ago with people who were new in sales and new to prospecting. The focus of the call was to help participants get beyond fear and understand their prospecting process.
One of the participants on the call told me that she had been given the telephone prospecting script that her team leader uses to set appointments.
4). The Five Cardinal Sins Salespeople Commit
We have very candid conversations with the sales professionals who come to our seminars and through those discussions we’ve discovered five critical errors that most salespeople make. Of course, we help them correct those mistakes, but it’s somewhat surprising as to how common they are.
Here are the mistakes, see if you commit them in your own sales career.
5). Stop Cold Calling and Double Your Sales in 30 Days
Everyone knows what “cold calling” is, but how about “warm calling”? That’s easy, warm calling involves contacting your former clients and people you have already identified as prospects.
These are the people you had made previous contact with and are listed in your database or on your Rolodex. If appropriate for your industry, I recommend spending one hour a day calling your database.
6). Are Your Sales Scripts Working For or Against You?
Copyright 2006 Joel Sussman
Sales scripts are a double edged sword. On one hand, they can help you present your selling points and sales rebuttals in an organized, strategic way. Used incorrectly, however, they can undermine your sales effectiveness and actually cause you to lose sales. Here’s a caveat worth considering: Although sales scripts may.
7). Sales Mindset vs. Sales Training
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, introducing Sales Mindset. Defending the long-standing domination of this event, winner of 35 title bouts, defending heavyweight champion, weighing 224 pounds, in the black shorts, please welcome Sales Training.