SALES - The Sales Equation
The best sales advice I was ever given.
One of my first sales mentors gave me a bit of advice that I have found invaluable over the years, and I would like to share it with you.
The Sales Equation.
Product + Presentation + Legwork = SALES
Product: Learn everything you can about your product. Availability, options, costs, discounts, features, benefits. . .etc. Never make a customer wait while you look up an answer, you are, and have to be, the expert!
Presentation: Know your presentation word for word, backwards and forwards, inside and out. Learn a long version and a short version. Learn an "elevator pitch", a 30 second presentation to get your foot in the door. Be able to present strongly in the perfect setting and when everything breaks down in the worst of conditions. You are the professional.
Legwork: Do the activity that will get you in front of your customers. Use the numbers. If 10 sales is your goal per month, then break it down;
10 sales come from 20 presentations, from talking to 300 people, found from making 900 phone calls. Put yourself on track to make those 500 calls. Whatever your sales situation, break it down to the activity that it takes to make your goals happen.
Sales is the easiest job in the world to get, and the hardest job in the world to keep. The difference between success and failure is the ability to do, daily, the parts of the job that are not easy, but will get you your sales.
Live long and sell.