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Sales Training - Great Sales Success for Women (and Men Too!)
Key #2

In this 10 Key article series, learn how to catapult your
career, your sales and your life through learning superior
‘Saleswoman-ship.’ Key #2 is Avoiding Self Deception

Self Deception

Bob Broadley, one of the top insurance salesmen in Australia
puts it in strong terms. He says that the single biggest
failure sales people make is self deception. He said he
wasn’t ‘born with success.’ He had to study the most successful
sales people he could find.

His advice? “Don’t fool yourself into thinking you’re selling
when you’re not in front of the right number of people every
day.” Working eight hours per day is not the point. It’s what
you do those eight hours that counts.

If you’re not in front of enough prospects, you won’t sell
enough to make your target. And how do you get in front of
enough prospects? By making enough appointments. It’s that
straight forward. “Yet many people fool themselves thinking they
are selling when in fact they are doing busy work,” says Bob.

“You must know your daily targets for finding prospects and do
that first. That means making appointments and seeing prospects.
All else is secondary.”

Look at the list of success preparation points at the beginning
again. All of them have to do with planning your targets and
workloads so that you put yourself in front of the necessary
number of prospects.

Remember, the difference between success and failure often is
neglecting to break down the overall target into daily targets
and tasks.

Let’s look at advice from people who succeed year after year.
How do they put this principle into practice?

One salesman with a world-wide reputation for success is Ove
Sjgren from Electrolux in Sweden. He has calculated his yearly
target and broken it down to a daily figure. He knows exactly
how many sales he must make per day. He knows how many prospects
he must see each day.

He stresses that staying at the top is easy if you know how
much you must do every day and you do it.

Not me!

“Oh, daily targets don’t relate to me,” many people argue.
That’s the biggest misconception we hear from seminar delegates.
They really believe they can’t break their activity into
daily targets.

This is the first mental adjustment change we must all
make if we are to succeed in selling. Sales come about from
methodically carrying out the right practices, day in and day
out.

Whether we sell large systems to governments which require three
years to close, or retail products to customers which take three
minutes to close, we still have to calculate which daily
component parts will lead us to success. Even if we only want
three customers per year, we’ll have to be negotiating with six,
nine or twelve prospects constantly. We need to know how
many and keep this running orderly and constantly.

In the research undertaken for Secrets of the World’s Top
Sales Performers, we found that every single top
sales performer in every industry knows their daily sales
target and daily activity schedule. Did their companies
tell them? No. They’ve calculated it themselves. It’s exactly
what we all must do if we want true and lasting success.

There are 10 Keys in the Great Sales Success for Women Series.

Visit http://great-sales-training.com/ for more information