The outcome of this week’s focus within the 7 Forces model is to Constantly Improve the maximization of our sales process to increase sales by a given Percentage THIS year. We already know people buy from those they know, like and trust. How can we maximize that?
We also want to find the “Cash Cow” by establishing the criteria of the ideal sales people we need to have and implement a strategy to “brush off” those that are not the people we want.
Tony Robbins, author of “Unshakeable”, gave us an example at his Business Mastery program of how they find the best salespeople for their businesses. Their strategy included creating an Ad that only asked for world class superstars – then, when anybody called in, qualified or not, they would make the sales person sell them why they should be hired. Regardless of the answer or how good the applicants seemed to be, they would respond with, “I’m not hearing world class here,” and would end up hanging up on the applicant. Tony says that they hang up on the applicants a minimum of 3 times before they can get an in person interview! Obviously only the most persistent and those who don’t take ‘NO’ for an answer would call back.
Questions to ask this week:
- What kind of Sales Training can we design, create, implement and constantly improve upon for our sales people?
- What type of Rewards Systems can we design, create, implement and constantly improve upon for our sales people?
- What are the Deepest Needs of our clients?
- What are the Objections that keep them from getting the benefits, and what are the solutions that we can use to squash those objections?
- How can we train our team to a Level 10 Congruency in connecting with potential clients?
- How can we train our team to a Level 10 in Presenting Value?
- How can we train our team to a Level 10 in Squashing Objections with an “Added Value Model”?
With these questions, you can be on your way to building the Sales Team and system that is appropriate for your business. Don’t discount the power of CANI – Constant And Never-ending Improvement or “Kaizen” as used by the Japanese. No matter where you are now, there’s room for improvement.
Go for OUTSTANDING, don’t settle for merely “Good” or “Excellent”.
Alex Beyer, Esq.
Constant And Never-ending Improvement 