I have gone on a number of different sales seminars that claimed I would learn, yet the results are very short lived. How do I implement what I have learned and make it last and can I find some guidance on a successful selling plan?
Many of the different seminars and courses on the market are
very short lived. They teach techniques that profess to improve your selling ability and skills. The next time you decide to take any sort of sales training, make sure it is constant, frequent and over a longer period of time. You will typically forget most things you are shown at a sales seminar or at training that is less than a year-long.
Change only occurs when things are repeated again and again.
In regards to a successful selling plan, you should be systematically striving towards desired results. You need a sales plan that establishes goals, priorities, timetables, and necessary resources. A sales plan that will achieve your ends has these characteristics.
Set measurable, specific, vivid, and motivating goals
Where do you intend to be in one year? Number of buyers contacted? Sales volume? Profit? Ranking among your peers?
Identify objectives to reach goals
If you wish to be the top sales rep., what objectives must you set on the way to reach the outcome? How many new buyers must you contact? What post-sell strategies will you employ with existing customers? What new work habits will you adopt?
3.Outline a logical order for each step.
What is the logical sequence for achieving your ultimate goal? What must happen first, second, third, fourth etc.
Establish a reasonable yet challenging timeline.
When will you achieve your ultimate goal?
When will you jump the intermediate hurdles?
Specify a strategy, procedure and tactic
A goal without an action is a wish. Goals with actions are a blueprint for success. What actions will overcome the barriers that have kept you from the goal?
Summurize the resources you need
What money, material, supplies, equipment, facilities, information, education, training, and support do you require?
Establish accountability
If this is your personal plan, then you are solely accountable. If the plan involves others, who will be responsible for achieving what specific objectives and by what specific date?
Put it in Writing
Plans not written are dreams. Plans written become vows. Don’t just dream about success; vow to succeed.
Share it and commit to it
The more people who see your plan, the more pressure you’ll feel to make it happen. The more people who see your plan, the more others will want to help you achieve it. The more you involve others in helping you create the plan, the more excited they will be to be part of it. Start your plan only once you become totally confident in it and totally committed to it. Make sure all others affected by the plan are equally confident and committed. Sign on before you sign off.
As you develop your sales plan, remember that it is a living, breathing document that is always in a state of modification. Stay true to the goals however and you will find with the proper plan in place and the discipline to carry it out, you will accomplish more than you ever thought possible.
“”You read a book from beginning to end. You run a sales career the opposite way. You start with the end, and then do everything you must do to reach it.”” — Harold Gennen
Michael Atkinson is an authorized licensee of Sandler Sales Institute, selling & training business professionals in Toronto, Ont.. Sandler operates 170 Training Centers in North America. For more information on The Sandler System and to get on the “”Sales Tips of the Month”” email list, call 416 766-2207, or, simply send an email to [email protected]
