Sales tips:play the numbers game

I had the privilege last night of hearing Jeffrey Ma speak. He's the MIT grad who wrote the book "Bringing Down the House" which was turned into the movie "21." It's the tale of how the MIT team used statistics to win millions from casinos around the country. Don't quit your day job; the gig lasted several years but the casinos are advanced in catching card counters! Ma's message is that numbers can be used in your daily business life to win. As a one-percenter, you should know this. But just in case, let's review.
Say you want to earn $96,000 in 2010. That's $8000 per month or $2000 per week; $400 per day. Calculate your average order size. Say it's $5000 and you earn 10% commission. How many orders do you need to sell to meet your desired income? I hate math...but I like making money! You need to sell 4 orders a week. I know you're a one-percenter, but check your closing ratio. Let's hope it's at least 20%. So how many pitches do you have to make to achieve 4 wins? Simple: 20 actual proposals will get you there, or 5 per day. Can't be done? Now you're playing the numbers. What can you do? The answer: you need to either increase your order size or increase your closing ratio.
The bottom-line is ignoring the numbers won't get you there. Or just saying you want to make more money won't help you to achieve your goals. You have to figure out the data to translate into your success. Need help? Email me!

Body Language-One percenters get it!

Do you realize 53% of your communicated message comes through non-verbally? Forty percent comes through your tone of voice. Only 7 % of your selling message comes through the actual words you say. So many people focus on their "pitch" they forget to analyze their client's body language first. Is it open? Are they open to receiving your message? You'll never sell them if their arms are closed off to your message. You'll never sell them if they protect themselves behind a big desk and aren't receptive to "partnering" with your product. Do you have non-verbal tics that betray you?...Tics that say, "I don't relieve believe in what I'm selling you?" For us ladies, it may be playing with our hair. It may be clicking your pen. It may just be rocking in your chair or kicking your foot. May sure your non-verbal message communicates your confidence in your product. Remember your mom telling you to "sit up straight?" She was right! Sitting up straight, forward in your chair says "I'm confident and I'm eager to help you." Competitive Resources can deliver a one and a half hour session that will make sure ALL your staff is communicating the message you want about your product and your company!

Sales Basic:WIFM

Let's break down the qualities we discussed in last week's post. Truly great sales people, one-percenters, understand being client focused. What does that mean? It means you have to visualize every single person you meet has a giant tattoo across their foreheads. Tattoo? Yes, you read correctly. All of you have the letters "WIFM" tattoed across your forehead. As a one-percenter, I have to make sure everything a share with you about my product is focused on what it means to you. WIFM:What's in it for me? That is simply all any client cares about. You can waste a client's time by describing all the features of your product. What are the benefits for THAT client? Let me give you an example. I was anxious to buy a new car a few years ago. I visited my local BMW dealer. My requirements for a car are simple: it must be safe, go fast and look pretty. (Not necessarily in that order!) I was so upfront and clear with the salesman about these needs. He insisted on opening the hood of the care and sharing with me all the details of the German engineered engine. I could care less! Did the car go fast? I have no idea if all that engineering helped. I quickly left! He just never understood the simple premise of keeping the focus on my WIFM as a car buyer. You may care about German engineering; his pitch might have been perfect for you. Not me!At every point in the sales process, you must keep focused on the WIFM of the client! Happy Sales to You!

Key ingredients to a sales one percenter

Thanks so much to all of you who took the time to read my first blog posting. Most of the comments where what you might expect. I do have to share one that took my totally by surprise. My friend, Mansour Zarinkia, a true one-percenter, asked me why I coined the term. I responded with my research and he laughed...He asked if I knew about the Hell's Angels one percenters. I've always wanted to ride, but honestly, Hollywood's presentations have been my total reference point. It seems Hell's Angels designates the most "bad-assed" of their group, one percenters. That fits, don't you think? Now I know HA has a terrible rep, but I do like think the top of the top in the sales profession as those who are the most "bad assed." Given that, here's a partial list of what makes a sales one-percenter:
-Client focused: understands a client's WIFM.
-Knowledgeable: They know more than anyone about their product and their competition's. They work hard to know and understand their client's product.
-Solution oriented: True one-percenters aren't looking to SELL a product. They're looking to solve a client's needs or problems.
-Skill set: They understand sales is a process and they look to follow that process.
-Prepared: A one-percenter understands "the will to win is worth nothing without the will to prepare."
-Understands personality quadrants: We all process differently and a true one-percenter addresses their clients with a customized presentation that not only addresses their needs, but in the language they understand.
-Ethical: I am admittedly black and white on this issue. A true one-percenter is always looking at the long-term relationship and not the short term gain.
-Attitude: People want to do business with one-percenters. Their attitude can make the difference.
-Asks: True one-percenters understand, "if you don't ask, you don't get." They've followed the process but never forget to ask for the business!
Are you a one-percenter?