Sales success is a complex topic often viewed through a
variety of definitive lenses. After searching the world
over, consulting with numerous mathematical geniuses and
studying seemingly endless statistical data, I have
discovered the true definition of selling success!
Newton, Franklin, Edison and Einstein would be so proud! In
simplest terms, expert sales success is scientifically
defined as follows:
N(U*R)/T + (O * P) = S
N = leverage of your network
U = your efforts
R = your resources
T = time
O = opportunity
P = preparation
S = sales success
You do not necessarily need to be a math genius to
understand the success process, yet a clear understanding
of how entrepreneurial success is derived is crucial to its
achievement. Please note how the various components
interact, especially the leverage factor. Leverage is our
key to exponential growth. We each have the same 24
hours/day available to us, yet given similar resources,
some entrepreneurs are far more sales productive than
others. Let's take a closer look.
The application of leverage amplifies our selling efforts
and de-emphasizes the time constraint. Lacking leverage,
what remains is simply trading time for dollars. We can
only converse with so many customers in the course of a
day. What's more, both our tangible resources and time are
limited.
Three types of leverage are quite useful in sales:
1. Personalized referrals allow us to reach qualified
prospects faster and more easily.
2. Expansion of our contacts network, allowing both the
generation of additional referrals and the ability to be
selling on a variety of fronts simultaneously, employing
the various systems we have established to generate sales
in a "multiple streams of income" manner.
3. Develop and market your personal brand. Increase
awareness of the many benefits for customers to be working
with you.
I challenge each of us to adopt a new sales strategy for
the new year; one that is multi-faceted, forcing us to
expand the limitations of our comfort zone. Growth is
simply not possible if we remain comfortable. Do not allows
anything, especially self-imposed fear, to restrain your
efforts.
Here then are three strategies to be employed for the
attainment of selling and entrepreneurial success:
1. Develop an extensive contacts database and stay in touch
with them on a regular basis. Leverage your network of
contacts to maximize your efforts and resources.
2. Utilize many systems to brand yourself and be sell your
products and services simultaneously. (ie...blog, web site,
RSS feeds, email campaign, speaking engagements, article
writing, e-books, etc...)
3. Establish multiple streams of income from a variety of
sources. (ie.. writing, referrals, electronic ordering,
affiliate sales, speaking, publishing, teaching, etc...)
Utilizing the same status-quo thinking and sales agenda
that did not work for you in prior years will not work for
you this new year either. You must change your approach and
your methodology to discover remarkable sales success.
Develop your personal brand and market it carefully.
Develop your brand's awareness in your market like never
before.
Learn new skills and study personal development techniques
to maximize your effectiveness. Soon, your preparation will
intersect with available opportunity and your resulting
success is virtually guaranteed.
Be certain to put yourself in position to win. Get ahead of
the wave. Take responsibility for your own destiny. Make no
excuses and do not waste any time. Put this sales success
formula to work for you beginning now and begin reaping the
rewards immediately.
----------------------------------------------------
Daniel Sitter, author of both Learning For Profit and
Superior Selling Skills Mastery, has garnered extensive
experience in sales, training, marketing and personal
development spanning a successful 25 year sales career.
Experience his blog at http://www.idea-sellers.com
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