We are all in sales in some form or another, but for a second let’s assume you’re a sales person and want to quicken your path to success. Here’s a simple question for you, how many sales calls do you make per client?
“Most Sales People Don’t Get Past The First Meeting!”
It’s so simple, it’s counterintuitive. That single question can be a game changer for you.
Here are some statistics you should commit to memory immediately:*
• 48% of sales people out there only make one sales call
• 25% of sales people make two meetings
• 12% of sales people make three
• 10% make more than three
This is usually followed up with a quick “follow up” call, in which they explicitly say, “I’m calling to follow up with you.”
*Source: Sales & Marketing Executives International, Inc.
When the client says they have no further questions, that’s the end of the conversation.
You don’t actually have to say you’re “following up”. The client’s got it. Instead, call and ask for the client’s honest feedback. When they respond, you might think they’re telling you about you, but they’re really telling you about themselves and the things they wanted from you in that first meeting, whether they got them or not.
Basically, get them to talk. As soon as they open up, set up another meeting. An open ended, action driven question like, “Where do you think we should go from here?” usually works well.
Anyway, making it past the first meeting “hump” is the hard part. Congrats. You’re already more successful than 48% of the sales people out there.
Now for one more statistic. Are you ready?
“Persistence Breaks Down Resistance!”
80% of all sales happen between the fifth and twelfth contact. If only 10% of salesmen make more than three calls, imagine how few make over five.*
To put it bluntly, you need to contact a potential client several times in order to make real progress. How do you stay in touch without bothering the heck out of them?
Use multiple channels. There’s mail, pamphlets, newsletters, emails, phone calls, text messages, Twitter, LinkedIn, and about 10,000 other online platforms. Be helpful, not annoying!
Sooner or later, the client will figure out that you actually care, that you’re genuinely interested in doing whatever it takes to earn their business, and that most likely you’ll be twice as relentless when you’re actually working for them as you are when you’re trying to earn their business.
And there you have it. Being in the top one percent of most successful sales people doesn’t involve being some kind of genius, it just takes more effort, planning and determination. Now get out there and make some calls.
Effortless Selling!
The thought of effortless selling seems a bit trite, doesn’t it?
You understand sales, read the books and implement the process. You might be a person with sales success or think the sales is “old hat”. It’s common place to understand importance of features and benefits, S.P.I.N., Consultative Selling, etc., the list of nomenclatures goes on…
But what I’m writing about is effortless selling. Believe me, when you’re in this zone, when it flows, it’s powerful and you know it! It does feel effortless; it’s easy and produces results! I’m certain, just now, you thought of one instance when you were in that zone and remembered that powerful, successful, big pay day feeling once again. Nice!
So what makes some sales interactions effortless while others feel like sledding down moguls on a black diamond? One meeting is fabulous, the client wants everything. You can’t say anything wrong.
“When You’re In The Zone, When It Flows, It’s Powerful And You Know It!”
Then there’s the day when it feels like you’re making it difficult on yourself. Tongue tied, upset, and generally make a hash of something which should be a walk in the park.
What’s the missing factor which would smooth your path and bring enjoyment, success, and results? Get ready…. YOUR PERCEPTION IS YOUR PROJECTION! It’s like looking in the mirror.
“Your Perception Is Your Projection!”
That’s right, sales is about your perception which is the projection you have on each interaction.
Jose Lima was the starting pitcher for the Houston Astros in the 1990’s. When the Astros built their new ballpark, called Minute Maid Park, Jose was upset because the fence in left field was much closer than the fence in the Astrodome. A very troublesome fact for pitching against right hand batters. In fact, Minute Maid Park had the shortest distance from home plate to the left field fence in Major League baseball.
Prior to relocating to Minute Maid Park, Jose was a 20 game winner. However, the first time Jose Lima walked out on the pitchers mound; he looked around and said, “I’ll never be able to pitch here.” He was right. Jose had the worst year of his career, a 16 game loser. In the history of Astros pitchers no one had ever experienced such a back-to-back negative turnaround.
Jose’s perception was “I’ll never be able to pitch here” so it became his reality. Since that time many pitchers have been successful at Minute Maid Park. You see your unconscious mind wants to help you out as much as possible. So it delivers what you perceive the situation to be.
If you take a deep breath, think “just another client,” and then meet with your client, do you know what you’re going to get? I do… another client. Yet, what are the possibilities if your perception is “I’m getting the full package, I’m getting XX target, I’m getting all the bells and whistles, I’m getting a referral, etc. before I leave this meeting. I know it!” Let me make this very clear. If this is truly your perception, I guarantee you close more business because you will project it in every meeting and your unconscious mind will deliver. You will find the “zone” in every interaction.