TOP SECRET: The 3-Step Sales Success Plan

8th November 2013 | By Frances Pratt

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I was helping a client today … and he said “the stuff you talk about is such common sense!  We all know it – why don’t we do it?”

It’s true, the KISS to Sell ideas are Simple and Common Sense … it’s just that in our busy world, common sense just isn’t that common.

I am going to make it easy for you -- here is my TOP SECRET 3-steps Sales Success Plan.

Step One:  Mindset - Get your head right

This is the most important step, because if you are not in the right frame of mind, you will waste your time on the other steps, frustrate yourself and reconfirm the idea that you can’t do sales.

  1. Know what you think:

Be honest with yourself about how you really feel about sales and selling.Once we have that out on the table … we can change it.

  1. Think differently about sales:

Great selling is NOT pushy, interruptive, manipulative and painful.

Great selling is helping someone who has a problem fix that problem or fulfil a need.  It’s that simple … stop thinking about it as selling and start thinking about it as helping people buy.

Step Two:  Activity – Focus on Doing the Right Things

Ok, you have your head in the right space … now let’s get out there and use that new attitude of yours, for good!

  1. Get organised

Make the time to go out and talk to current and prospective clients about what you do.  Have daily, weekly and monthly targets for staying in contact with people by picking up the phone and going to see them.

  1. Be open and transparent about your sales process.

the easiest way to do this is to have a Client Roadmap – a step-by-step guide to how you engage with them.

  1. Follow up

Have a strategy for following up your clients - an easy way to do this is to make sure you have set the next contact point with your client.  Here are some more salestips on following up.

Step Three:  Results & Rewards

You have the right mindset and doing the work … well done … now to keep going.  One great way to help you focus is to have clarity on what you are trying to achieve – and to reward yourself for achieving steps towards that.

  1. Know what you want to achieve

Set goals !  How many new clients do you want to sign up, what extra income does your business need … make it CRUNCHY!  Here's a TOP SECRET Sales Checklist that I put together to help you think about what you need to do!

  1. Break your goals down

Set monthly and weekly gaosl and track them – so you can see and reward progress.  Make yourself accountable.  Put a big poster on the wall with your targets and your achievements.  Make it public!  Here's how Jerry Seinfeld does it.

  1. Reward yourself!

Each new client meeting, each new proposal that you get out there and phone call that you make is getting you closer to your goal.  Celebrate!  What ever your poison is ... hot chocolate or champagne - and be sure to let people know by doing a happy dance (or your prefered method).

Like what you've read, and want to know more

Why not have a look at my FREE ebook on the 11 Secrets of Sales Champions ... specifically for people who honestly hate sales!

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