These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

That’s a dilemma that has certainly been solved, quite scientifically, and I’d like to share it with you now ...

Executive Summary

Everyone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any judge, more than 50% of them won’t be there!

So size is no guarantee of survival, let alone success. To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way.

Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!

It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! But at least by reading you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success.

Via brainstorming, either in-house with your team, or perhaps even by sitting and analysing the return on each sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas.

• Firstly most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!
• Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.

Do the Important Things More Often

This might sound simple but in fact it actually describes a cycle:

Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Schedule it, etc.

For this to work, it means that there must be a documented system and that system is inviolable. For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time!

Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!

Sure, from time to time it’s a necessity, but only in an emergency, such as a client leaving the country and needing to see you NOW. Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.

Do it Better

To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:

1. Learning more effective ways to describe your product or service.

   This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.

2. Learn to understand body language and other non-verbal communication from the client, so well that you can:

• Gain fabulous rapport even with tough clients
• Identify an objection coming even before the client is aware of it and “cut it off at the roots”
• Respond appropriately to more and more subtle buying signals
3. Dump “closing” and substitute “wrap-ups” instead.

   These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

4. Learn how to replace cold calling by finding out how to
   Kill the Hype
   She was waiting for me when I returned from a meeting. Standing outside my office door, I could tell by her downward glance, Jodie was not there to give me good news on the project. Despite her confident, enthusiastic and definitive style, she failed to deliver what she had pitched. It was not the first time.Jodie operated counter to the Scottish proverb advising: "Never let your feet run faster than your shoes." She was full of ideas, full of promise, full of idealism, and short on results. Her over-promising was stalling her career. You see, results are what differentiate people who are winning at working from people who aren't. Results are how both companies, and people, prosper. As much as Jodie talked, with absolute
   g perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!

   It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! But at least by reading you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

   You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

   We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success.

   Via brainstorming, either in-house with your team, or perhaps even by sitting and analysing the return on each sales activities you engage in, you too can discover that predictive USE.

   This automatically achieves 2 important agendas.

   • Firstly most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!
   • Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.

   Do the Important Things More Often

   This might sound simple but in fact it actually describes a cycle:

   Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Schedule it, etc.

   For this to work, it means that there must be a documented system and that system is inviolable. For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time!

   Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!

   Sure, from time to time it’s a necessity, but only in an emergency, such as a client leaving the country and needing to see you NOW. Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.

   Do it Better

   To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:

   1. Learning more effective ways to describe your product or service.

      This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.

   2. Learn to understand body language and other non-verbal communication from the client, so well that you can:

   • Gain fabulous rapport even with tough clients
   • Identify an objection coming even before the client is aware of it and “cut it off at the roots”
   • Respond appropriately to more and more subtle buying signals
   3. Dump “closing” and substitute “wrap-ups” instead.

      These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

   4. Learn how to replace cold calling by finding out how t
      Y series- How to Interact in an Official Life...
      Some of the very basic ethics and tactics which I think everyone knows but often observed as ignored situations. I would like to tip these personally. The people who are working in more or less small to medium scale companies, crew of a research center or in universities where they get in contact with the people of different nationalities should,1: remember “a cultural greeting” at the place where you work. Generally, it leads to have moralistic depiction of your personality and a humanistic respect of you surrounding people.2: Keep a smiling face as a key to unlock friendship, compare notes and talk together.3: Remember the name, academic history of your colleagues, especially if you are in research group
      ngage in, you too can discover that predictive USE.

      This automatically achieves 2 important agendas.

      • Firstly most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!
      • Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.

      Do the Important Things More Often

      This might sound simple but in fact it actually describes a cycle:

      Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Schedule it, etc.

      For this to work, it means that there must be a documented system and that system is inviolable. For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time!

      Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!

      Sure, from time to time it’s a necessity, but only in an emergency, such as a client leaving the country and needing to see you NOW. Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.

      Do it Better

      To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:

      1. Learning more effective ways to describe your product or service.

         This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.

      2. Learn to understand body language and other non-verbal communication from the client, so well that you can:

      • Gain fabulous rapport even with tough clients
      • Identify an objection coming even before the client is aware of it and “cut it off at the roots”
      • Respond appropriately to more and more subtle buying signals
      3. Dump “closing” and substitute “wrap-ups” instead.

         These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

      4. Learn how to replace cold calling by finding out how t
         2007 Small Business Networking Strategies
         Small businesses need to continually be networking in the community to increase their chances for success. It is not enough for a small businessperson to simply advertise in the newspaper, send out direct mail, have ads on the local cable TV station and the radio and expect that to be enough. Advertising and marketing is a large expense and small businesses need to watch their outflow. Networking in any type of small business will increase sales and help with the word-of-mouth advertising.In these small business articles I have written I often talk about many secret strategies that I have used in the past 30 years to help grow my companies. It is amazing what a small business can do on a rather limited marketing budg
         use if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!

         Sure, from time to time it’s a necessity, but only in an emergency, such as a client leaving the country and needing to see you NOW. Don’t allow your schedule to be upset because you’ll literally “ruin the recipe” for reaching your sales goals.

         Do it Better

         To be more effective you must, without doubt, commit to being a learner. In particular give your attention to:

         1. Learning more effective ways to describe your product or service.

            This means getting inside the mind of your client and really understanding the true reasons he or she is buying from you. It also means understanding and using the exact same language as the client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.

         2. Learn to understand body language and other non-verbal communication from the client, so well that you can:

         • Gain fabulous rapport even with tough clients
         • Identify an objection coming even before the client is aware of it and “cut it off at the roots”
         • Respond appropriately to more and more subtle buying signals
         3. Dump “closing” and substitute “wrap-ups” instead.

            These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

         4. Learn how to replace cold calling by finding out how t
            Employee Recognition: 6 Tips for Rewarding Employees Effectively
            Many managers struggle with recognition. Most err on the side of not recognizing their team members enough. Very few provide too much recognition. Here are a few tips to help guide you toward recognizing well, and benefiting from the results.1) Just Do It – You need to make the time to recognize. Make a commitment to recognize at least one person per month. Set aside time in your schedule to do it: assess who might deserve recognition; determine what the recognition will be; acquire the recognition item(s); and deliver the recognition. The process is time consuming. It’s little wonder that it is neglected.2) Match the Reward with the Accomplishment – Don’t give an employee 2 movie tickets for
            e client. To get a better handle on this, take a look at our free report “Why Better Marketing Strategies Add Up to More Customers Calling YOU”.
         5. Learn to understand body language and other non-verbal communication from the client, so well that you can:

         • Gain fabulous rapport even with tough clients
         • Identify an objection coming even before the client is aware of it and “cut it off at the roots”
         • Respond appropriately to more and more subtle buying signals
         6. Dump “closing” and substitute “wrap-ups” instead.

            These are much more natural and respectful ways of completing the sales transaction. Trust me, people are sick to death of closes, which often didn’t work anyway. In addition many of them were quite offensive to the intelligence of the listener!

         7. Learn how to replace cold calling by finding out how to get masses of interested and qualified clients calling YOU.

            There are so many strategies to achieve this, and I recommend the above report, as well as our article on intelligent networking, also available free from our web site, in order to achieve this step. It’s much easier than you think!

         It Doesn’t Have to Cost a Fortune to Get This Knowledge!

         Believe it or not, all of this and very much more is contained within what is the most up-to-date, and also the cheapest, book on intelligent selling that you could possibly consider buying. Hot off the presses is “How to Double Your Sales in 30 Days – and Keep Doubling Them”.

         This incredible 127-page manual comes complete with assignments for your progress, case studies, trouble shooting, and even tracking pro-formas to get the quantification/systemisation part down pat.

         If you want, you can even get on-line personalised help, not only from me but from a working party of peers. If you’re a business owner or sales manager, there’s even a special forum just for you to deal with issues relating to team management and development.

         Take a look at the contents and see for yourself by visiting http://www.speedbusinessnetworking.com/speedbook.html/.

         Please let me know what you think!