Non salespeople have the hardest time believing this one, but selling is simply a game of numbers. Talk to X number of people and Y number will buy from you. The bigger X, the bigger Y. Yes there are techniques that will increase Y, but the biggest factor in making sales is talking to as many people as you can about what you do/sell..
Develop a strategy, a technique, a spiel – then go do it, don't rethink it until you have done it a few hundred times. New sales people rethink their strategy with every person they talk to – don't - it slows you down – maybe that person just did not need what you were selling today. Think about it – If I can close 1 out of 20 people I talk to – BAMM – I am a happy camper. That is 19 rejections (as perceived in YOUR head). In reality, those 19 rejections are notifications of the business you are in – remember, they just may not need a plumber today.!.! It’s a process we call "Filling the Pipeline". Leave business cards, magnets cards, sticker cards - again - over and over.Watch the habits of great sales people and/or sales companies; watch how telemarketing firms operate – they are selling factories.
Great sales people are always selling – selling is socializing. That plumber we mentioned earlier should be socializing and networking as much as possible – no one needs a plumber until they NEED one – the plumber's name should be in the customer's head when need strikes – who wants to flip through the phone book when the pipes burst - I wanna call a friend.
I know two very successful landscapers, one in Florida and one in California – both are "involved" - a fancy way of saying "well connected" through a variety of networks and their networking efforts (Parties, Chambers, Mixers, etc..).
So let's start getting rejected - You will be amazed how little you care on your way to the bank!!!!
Stay tuned for Part Three – Sell, Sell, Sell – Technique.
Go back and Read Part One - Sell, Sell, Sell – Business Does Not Occur Until Transactions Occur.
Bob
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