Sales training – 7th April 2008
Topic: Get to work –Part 1
Sales Present were: Lance Wang, William Hu and George Jin
Presenter: Bob R. Foday
Get to work –Part 1
Over the past few weeks, we’ve been taking an in-depth look at what I call the Secrets of highly successful sales people – those who consistently perform in the Top 10% of their profession. Today, I am going to show you how you can put everything you’ve learned into action, and Get to Work!
Yes, preparation is important. But some sales spend their valuable time doing hours of Web surfing or reading commercials, sleeping, playing with your coffee cup, playing on their laptop and so on. The Top 10% understand that the key to increase sales is to strike a balance between having enough knowledge to engage the customer in an intelligent and informed manner.
The 80 / 20 rule
How can you apply this principle to your business?
Start using the “80 / 20 rule” for sales success. For most sales people, the last 20% of the preparation they do eats up the most time, and costs them the most business. So when you feel you’re 80% ready, don’t wait any longer – go, and get to work!
The Top 10% are constantly taking action towards hitting their goals. This can mean taking some calculated risks. But the potential rewards that come with those risks can far outweigh those few times when they don’t pay off.
There’s never any surefire way of knowing whether or not it’s the right time to do any of these things. Yet, when it comes to our personal lives, most of us are willing to take the chance to lose or to always be the least sales in the sales team.
In our professional lives, however, most sales people – like most people, period – almost never take any risks, or try anything new. Most of us are too comfortable, too balanced and too unwilling to stretch ourselves or get into our “un-comfort zones,” to take the risks we know we need to in order to get ahead.
Think about Yao Ming, Liu Xiang, Sun Nan who sang the song –I Believe…/ the top 3 in China. Did they get to the medal podium because they were comfortable with last year’s performance levels? NO. In order to get better at what they did, they refused to get comfortable or satisfied with their results, and instead pushed themselves each and every day, year after year, to keep doing better than they ever had before.
Just ask Tiger Woods. Despite being (arguably) the best golfer ever to play the sport, the first thing he does the day after he wins a major tournament is go back to his coach, and work to see how he can do better the next time.
Question of the day: When was the last time I came to Bob to see how I can continue to be the highest sales each month?.
Based in Beijing Car Solution, Bob R. Foday is the author of "How To Make abundant sales and how to transform from ordinary sales to a super sales, Bob Can be reach at any time of the day at extension 12 if you want to make a different in your sales career
