Goals – One More Step
Goals – One More Step
Last blog we talked about goals and how to accomplish them. I want to continue our discussion to help take several more steps in the right direction.
- Make more appointments – see more people
This may seem like an obvious thing to do but for some reason it bears repeating. Many times we feel like we are extremely busy, which we usually are, but what are we really busy doing. Make it a priority to be busy getting in front of people, telling your story and asking for a check, until you hit your goal then get busy doing the things you love.
- Increase your actual selling time
What I mean by this is, do your job when you are in the home. We do need to spend a few minutes visiting and building trust. This should be no more than 5 minutes. Now it is time to take control of the home and start selling, asking questions, and creating solutions. As I always say as I walk up to the door, “its show time.”
Focus on what helps you attain your goals. We are not professional visitors, if the client does not want to cooperate or listen and give you positive feed-back or if their spouse is available and won’t join the conversation, move on.
- Make sure you are solving their problem
How many times have you visited with a salesperson and they were so busy telling you all about their company, how long they have been in business, name dropping all the clients they work with and the awards they’ve won, …who cares?????
Realize, your client is looking for a solution to their problem and that solution is you. Since 1988 and thousands of sales later, I doubt that 5% of my sales were made based on the company name, rating or years in business. They are buying you and your solutions. The first 15 years I was in this business we always had to pick up a check for the first premium, it was not unusual for the client to ask at that time, what is the name of your company? Find out what your client is buying and sell it to them. They will jump at the chance to sign your application if it is the solution to their problem.
- Ask for the sale
You would be shocked at how many sales people wait for the client to commit. This is the difference of making a living or getting your life. I said it earlier, take control of the home, this must carry all the way through to the close of the sale. This can be done without being rude, pushy or doing any arm twisting. Spend time educating your client on the benefits of our program. By doing this, asking for the sale becomes part of the entire conversation.
Make weekly goal accomplishment the main goal you attain, and use this process to help you attain anything in life you can dream of having.
Quote for the week from Albert Einstein:
“If you want to live a happy life, tie it to a goal, not to people or things.”
Good luck & Great selling!
Thanks!
Jim
