Make More Money In Your Business Now
The last of the Top Gun Sales Strategies is where all the cream is. Getting bigger sales with a higher repeat rate – in other words MORE people buying MORE from you MORE often.
The strategy is to get them to RESOLVE to complete their order – PROPERLY so they get the full value and benefit of their purchase.
There is nothing worse than PAYING for something and not receiving everything that’s included in the purchase. Continue reading ‘Top Gun Sales Strategies 4 of 4′
Once you have a suspect or prospect who has considered and decided to buy, the next step is to get him or her to commit. Committing means transactionalising the transfer of value from you to him/her.
Guess what?
This is the part where the men are separated from the boys so-to-speak, when the top sales earners earn their big paycheques.
Ask for the order!
This is a must in all sales.
Asking for the order can be subtle:
“Would you like it delivered on Tuesday or Wednesday?”
“Would you like it in blue or black?”
“Will you be paying with Visa or MasterCard?”
“Would you like an extended guarantee with that?”
Committing to a sale it s the simplest of the 4 steps, but it’s the hardest to perfect with elegance and grace. It’s also the #1 most valuable skill that when absent can kill a sales career dead in its tracks.
In the last instalment of this series on Top Gun Sales Strategies, I will reveal why most salespeople lose as much as 10 to 20% of their sales and up to 50% of their repeat sales…
Stay tuned for that next week!
In my previous blog post, I covered the first Top Gun Sales Strategy, getting a suspect or prospect to consider what you have to offer. Skipping that step is the #1 Sales Sin Salespeople commit. In their eagerness (desperation) to make the sale, they jump right into the ‘sell’… BIG mistake.
You can’t decide something you never considered in the first place.
If you’ve attended any of my events, you probably know that I am averse to doing things the way everyone else does. I call it antimimeticisomorphism. One of the ways I was able to win sales awards early on in my career was the systemisation and automation of the sales process. It’s one of the elements I will discuss at a 1-day event I call Top Gun Sales Strategies and is the focus of today’s post.
As a salesperson, you are paid to SELL. Anything that diverts you away from that should be eliminated or reduced as much as possible.
I am not sure this team really understands the concept of TEAMwork… Not exactly what you’d call a high performance team…
T.E.A.M. = Together Everyone Achieves More?
This is one of my core principles I originally learned from an Ottawa Professor, Michel Chossudovsky, the author of The Globalization Of Poverty And The New World Order. It’s pretty radical and out there as a concept and philosophy, but one that’s worthy of sharing with you – IF you want to get and stay on the fast track for your career.
The central premise is that professional sports are created to manage and distract ‘populations’ from whats really important…
I told you it’s radical.
That being said, the premise is not meant to make you cynical, but enlighten you about the concept – once aware of it, you’ll start to see it effects and ramifications more and more.
Anyway, THAT discussion is one I keep for my elite Platinum and Diamond Members – today I just want to highlight something that’s equally important.
Unless you are PLAYING a sport, chances are sport is hindering your career and wealth aspirations.
The ‘average male’ spends 10+ hours/week WATCHING, LISTENING to or MONITORING sports…
Others it’s as much as 20 hours/week.
Can you imagine if that time was spent productively?
That’s really all I have to say so I don’t cross any lines and have things be taken out of context.
I’m a competitive squash player and watch sports – BUT not at the cost of my personal goals and ambitions. I ACTUALLY USE SPORT to propel myself and career forward, expanding my sphere of influence as I explain in my book “Get The Best Business Results With The Least Amount Of Effort“.
I don’t rely on sport to get me excited or passionate about someone else’s victory (which today is another company’s profits because that’s what PROFESSIONAL sport is – a business…)
So what’s the moral of this story?
Simple: Ask yourself if you’re spending too much time watching other people’s accomplishments (on the sports field, arena…) than creating your own.
If you think this might be the case – DON’T STOP WATCHING SPORTS, just reduce it, bit by bit.
Then use that time to set your own goals and accomplishments…
Easier said than done.
I know.
Before I read of The Globalization Of Poverty And The New World Order and the infamous Ice Hockey and Baseball strikes in the 1980’s I too was an avid fan of the Montreal Canadiens and Expos…
When I realised that the players’ greed came before the love of the game, I finally got it.
It’s a business.
In many sports, a business that has PRICING dictated by the PLAYERS – that means the EMPLOYEES are dictating the ticket prices and NOT THE CLIENTS.
That simply doesn’t work for me – anymore.
When I was young, my dad took us to see a hockey game at the infamous Montreal Forum – we sat so close to the players we could almost tap them on the shoulder.
Tickets back then (adjusted for inflation) were a FRACTION of what they are now.
Salaries shot through the roof and now you practically have to mortgage your house to take the kids to a game.
As you can see, I have a strong opinion about this.
Enough said for now.
When you no longer care to do the job right, it’s time to change jobs as these two real examples prove.
TIme To Change Your Job
Time To Get A New Job
We all know the saying that Together Everyone Achieves More. But something tells me this group of employees somehow missed the point.
This hilarious video was submitted by Andrew Powell of Montreal Canada.
If you want to become a better professional speaker, you’d agree that a command of the English Language is a must. So why is it that speaking in public is feared by so many? it might just be due to the lunacy of the language…!
English is definitively the most widely used language in the history of our planet. One in every 7 humans can speak it. More than half of the world’s books and 3 quarters of international mail is in English. Of all the languages,it has the largest vocabulary – perhaps as many as 2 MILLION words. Nonetheless, let’s face it – English is a crazy, crazy language.
For example ….
There is no egg in eggplant nor ham in hamburger; neither apple nor pine in pineapple.
English muffins weren’t invented in England or French fries in France.
Sweetmeats are candies while sweetbreads, which aren’t sweet, are meat.
We take English for granted. But if we explore its paradoxes, we find that quicksand can work slowly, boxing rings are square and a guinea pig is neither from Guinea nor is it a pig.
And why is it that writers write but fingers don’t fing, grocers don’t groce and hammers don’t ham? If the plural of tooth is teeth, why isn’t the plural of booth beeth? One goose, 2 geese. So one moose, 2 meese? One index, 2 indices?
Doesn’t it seem crazy that you can make amends but not one amend, that you comb thru annals of history but not a single annal?
If you have a bunch of odds and ends and get rid of all but one of them, what do you call it?
Recently, a client was being bagged by an ex employee and asked me what to do about it. I told her that the Law Of Attraction is more powerful than gravity and will reward her for focusing on the positive side of things rather than the negative. Whenever I come across people who complain and whinge about their situation in life or business it’s often the complainers, the people who move to litigation and confrontation rather than reconciliation who are dealt the worst cards in the deck.
I have seen too many instances of people cutting off their noses despite their faces.
Anthony Robbins said it best when he proclaimed “You get what you deserve.”
