Do you have the correct attitude to increase sales?
Do you apply effective disciplines/activities to increase sales?
Discipline means doing what you have to do even when you do not want to do it. In sales, that can imply plenty, but let’s focus on increasing sales.
To increase sales we need to establish a benchmark. Do you know your sales process numbers? What about your sales call-to-close ratio? Yes ___ No ___
If you answered YES, you are using discipline to increase your sales. You should be aware of your daily disciplines—what you have to do daily to increase sales results—and what is the basis of these results. If not, look closely at how you got your results—doing so will identify the disciplines you need to increase sales.
If your answer is NO, you lack discipline and must begin tracking your daily behavior. This includes your sales disciplines/activities, especially if you want to increase sales. Make it a habit to note or track what you do daily to increase sales.
You can track your daily disciplines by creating a simple form. Just completing this form is a discipline. Across the top of the form, write your daily sales activity. Place the numbers 1- 31 down the side of the form to represent each day of the month.
Record your sales activities every day by a number or time, always noting what you are doing to increase sales.
For example, disciplines to increase sales can be done by telephone – inbound / outbound, networking, referrals / introductions, etc. that lead to buyer visits. Buyer visits lead to building relationships and qualifying for new opportunities. Qualified relationships lead to sales prescriptions (presentations) that in turn lead to buyers buying. Sales of $X equals increased sales.
By tracking your daily sales disciplines and totaling and averaging them at the end of the month, you will soon learn your sales call-to-close ratio in regards to increasing sales.
Before long you will be familiar with the number of sales calls required to make an appointment, i.e.: 10 to 1, and how many buyer visits it takes to locate a qualified relationship, i.e.: 5 to 3.
You’ll also know how many qualified relationships lead to a sales presentation, i.e.: 3 to 2, and finally, how many presentations are necessary to get the buyer to buy from you, and the value of that sale.
Now that you know your numbers, you can define the daily sales disciplines/activities that are essential to increasing your sales.
It is purely a matter of discipline and doing what you say you will do, even if you don’t feel like doing it. Discipline is the key to increased sales.
Convert each letter of the word discipline to a numerical value. What is the total number? Imagine having attitude and discipline working for you and earning you a 200% increase in sales.
Want to learn more about discipline and a “Buyer Focused” sales system?
Go to VelocitySelling.com where you can access over 200 interactive video modules with workbook exercises, real-life application, testing, tracking, monitoring and management reporting. The system is ideal for selling and non-selling professionals, small business owners, entrepreneurs and global corporate sales teams.
Bob Urichuck is an internationally sought after speaker, trainer—founder of the “Buyer Focused” Velocity Selling System—and best-selling author in six languages. His latest books, Velocity Selling: How to Attract, Engage and Empower Buyers to Buy, and Motivate Your Team in 30 Days are new in 2014.
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