Are you struggling to make sales?
There are a lot of people that are in sales, but only a few people make any money. I’m talking about real money.
Have you heard of the 80/20 rule? If you haven’t heard of the 80/20 rule in sales, it is the idea that 80% of the results you get will come from 20% of your sales team.
If you wanted, you could even break that down further and say 20% of those results were done by 2% of the people.
Let me ask you a question.
Why do you think most sales people struggle to make consistent sales? I wonder if you said, their ability to handle rejections.
Did you mean rejection?
I’m willing to bet most people’s sales people said fear of rejection or something. I believe it’s not rejection. I think it’s mostly because of their lack of preparedness.
The top sales people from my experience say they live and breathe sales. They study it. They read about it. They take courses and seminars to develop their knowledge.
The top sales reps record their calls and go back and look to them as a professional football player studies film for an opponent.
Why do you think they do this?
It’s simple. The more prepared you are, the better you’re able to predict situations. When you’re well prepared, you’ll hear an objection a minute before your client even says it. You’ll see, hear, and feel whether you’re dealing with someone serious vs. curious.
How can this be helpful to you?
It’s helpful because the more prepared you are, the more efficient you become with your time. The more efficient you are with your day, the more money you’ll make.
“Oh, but wait, Brian. I’m not in sales… I’m a hairdresser.” You’re also in sales. You need to consider yourself a salesperson. What if you treated your job more like a business, and you took time out every day to make sales calls and followed up with previous customers. Do you think you would make more money? I bet you would.
Yes, you’re also in sales. You need to consider yourself a salesperson. What if you treated your job more like a business, and you took time out every day to make sales calls and followed up with previous customers?
Do you think you would make more money?
I bet you would.
“Oh, Brian. I’m a business owner.” Nope, you need to understand sales more than anything. You need to be listening to your sales reps and making sure they are following scripts and procedures. The better your entire team learns the art of sales and follows a proven system, then the greater results and success you’ll have.
It’s not the fear of rejection that is causing sales reps not to succeed. It’s the lack of skills being developed, and it’s the lack of being prepared.
What if you committed to taking 15 minutes out of your day and studying sales?
Do you think you would make more money? By you making more money, you’ll be able to achieve your personal goals faster, and you’ll increase your income.
Take this quiz to see how close you are to becoming a top producing sales rep. Take the Quiz!