Sales Numbers: 7 You Should Know

While I don’t necessarily subscribe to the theory sales is simply a “numbers game”, I do believe there are sales numbers every salesperson must know. To use a sports analogy, this is a quarterback’s completion percentage, yards per completion and so forth. Or, if you’re a baseball fan; batting average, on-base percentage, etc.
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Sales Numbers: 7 You Should Know

In order to know where you need to focus your improvement, you must first know where you’re starting. Then and only then can you improve. As, stated here before: you can manage what you can measure.

So, without further ado, here are 7 sales numbers you should know:

Stop Selling On Price

I wish I had a dime for every time I was told by a salesperson a prospect’s only objection was price. I would be on an island somewhere writing this blog. Maybe not five days a week, but I’d still write it.
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Stop Selling On Price

Let’s all stand up and admit something: It’s not about price. Go ahead, look in the mirror and say it, “I didn’t do my job. It’s not about price.” Now, doesn’t that feel better?

Are there price shoppers? Absolutely. I encounter them every day. But, if they will choose you because you are $5 cheaper, they will leave you for the same reason.

My point is this: if a prospect isn’t sold, price doesn’t matter. Period. Let me say that again: if a prospect isn’t sold, price doesn’t matter. I don’t care how low you go or what all you throw in, if they aren’t sold on how you and your product can solve their problem or make their life easier–no sale.

A man without a driver’s license doesn’t care about the cost of a Ferrari. Right?

The Impact of Confidence

Guest Post By Dr. Rob Bell

Everyone faces adversity, encounters struggle, and goes through dry spells. Mental toughness is how we handle, deal, and cope with these setbacks. It’s simple, but it’s just not easy.
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The Impact of Confidence

Confidence in my opinion is the most important part of mental toughness and a true indicator of how we handle the struggle. Having worked with athletes and coaches at the top level that need to play their best when it matters the most, here is the true impact of one’s level of confidence.

Nothing Bothers Them!

Confidence is simply the belief that it will work out. Trust in our team also means we believe that they will get the job done as well. A result of confidence is that the best remain relaxed and don’t freak out when the outcome is not going their way. They trust their process.

What’s The Best Time For A Sales Meeting?

Recently I had someone ask me what I thought was the best time for a sales meeting. Good question. There are probably as many theories and ideas on this as there are times and dates to choose from, but I’ll share mine with you here.
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What’s The Best Time For A Sales Meeting?

First, if you have a sales meeting less regularly than weekly or bi-weekly, I suggest holding it on a Saturday morning. This has always been my preference and I don’t think it’s too much to ask for a salesperson to give up a couple of hours on a Saturday rather than pulling your entire sales team out of the field during the week. In that case, you’re basically giving your competition the entire run of the market. Would an auto dealer or clothing store or electronics store lock the doors during business hours and bring everyone to the back room for a meeting while customers peered through the windows and went elsewhere?

10 Essential Habits of Sales Superstars

As many of you know I published my first book, The 10 Essential Habits of Sales Superstars: Plugging into the Power of Ten“>The 10 Essential Habits of Sales Superstars: Plugging into The Power of Ten about a month ago. It was truly a dream come true and a project which I had worked on (and shelved several times) for the past few years.
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10 Essential Habits of Sales Superstars

Yesterday was the official “Launch” of the book and it’s available at The 10 Essential Habits of Sales Superstars: Plugging into the Power of TenAmazon.com in the Kindle Select program THIS WEEK only absolutely FREE (Kindle version only)

In the book, you’ll learn 10 very simple habits. 10 very good habits–habits you can start today and begin to change your sales, your income and your career.

You’ll learn from my 30+ years of experience things I shaped, honed, changed and polished into the ten presented in the book. Whether you’re an entrepreneur, salesperson, sales manager, small business owner or in any sort of business–we all sell something and these habits can and will help you.

Selling Solutions: The Ultimate in Problem Solving

Several years ago Mike Bosworth wrote a great book on selling solutions entitled aptly enough,Solution Selling: Creating Buyers in Difficult Selling MarketsSolution Selling: Creating Buyers in Difficult Selling Markets. (If you’ve not read it, I highly recommend it).
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Selling Solutions: The Ultimate in Problem Solving

But, I want you to do more than read the book. I want you to adopt the philosophy of selling solutions. I know many people say that’s what they do, but is it really?

When you dig deep inside your buyers wants and needs are you truly providing a solution to a problem or just a bandaid? And, are you getting to the root problem in the first place?

Let’s use a dentist as an example. I’ve had the same dentist since 1987–and wouldn’t think of changing. I’m comfortable with him and don’t mind admitting I’m a BIG wimp when it comes to dental work.