WINNING IS UNDERSTANDING - THAT SELLING IS A NUMBERS GAME

Believe me or believe me not, SELLING IS A NUMBERS GAME.

EARNING $100,000 , £100,000 a year, and more are……………………… numbers.

All we have to do now is workout how to achieve them.

Now consider a Guerilla Army, and any other fighting force come to that .Do they look at the battlefield (sales territory) first and then decide the outcome or even worse guess what the outcome will be, NO they don’t. Therefore WHY SHOULD YOU?

They are driven, motivated, have the self-belief that they will WIN. They look at the battlefield, look at the terrain, and then plan and decide HOW THEY WILL DO IT.

So therefore all that stands in between you and your SIX FIGURE SALARY, is you, your territory and your ability to plan.

So there we are, your territory is your battlefield, your opportunity to earn ££££££££££,$$$$$$$$$$$$$

A Guerilla Army wins by controlling a battlefield by;

Knowing the terrain inside out
Does not fight all the battles at once
Defends what is vulnerable
Is selective where they first attack

Guess what, trust me on this, for you to earn ££££££££££,$$$$$$$$$$$$$, you need to;
Know the terrain inside out
Do not fight all the battles at once
Defendwhat is vulnerable
Be selective where you attack first


KNOWING THE TERRAIN INSIDE OUT – IT IS ALL IN THE NUMBERS

To achieve your goal, hopefully, £££££££££££, $$$$$$$$$$$$$$$$$.
You must understand what makes up your territory.

Why?

Well here is why, the outcome of the battle, must be victory and in your case , let us say it is a number and that number is $100,000 or £100,000 pounds, and you have 100 of energy – remember the 100 of energy !!!!

REMINDER - That 100 of energy must be focussed on where you can sell, but if you do not know your territory, who and where are you going to sell!!!!!!!!


The following numbers are real for the industry I am in but the methodogy applies anywhere, from Real Estate, Automobiles,Cell Phones to pens and paper and everything else that is sold, face to face, by telephone , over the net, B2B or B2C .

I have personally managed in excess of 150 salespeople in my dim and distant past, my sales managers have used this methodolgy with their salespeople - and guess what ???

They all became winners.


Now let us assume you are paid against Gross Profit, at a percentage of 25% of Gross Profit attained.

Let us assume your basic wage is £($)25,000.

The shortfall between your basic pay and $100,000 = $100,000 - £25,000 = $75,000

So, now we have to sell $75,000 of 25% GP = $300,000 of sold GP.

Assume that every unit you sell provides $2,000 of GP.

Therefore to earn our $100,000 we need to sell $300,000 / $2,000 units = 150 units

There are 52 weeks in a year, let’s say 50 (bank and public holidays), therefore that is a very, very small task of…… only 3 units per week = $100,000 PER YEAR

Q. But wait you say where do I get 3 units a week from ??????

A. KNOW YOUR TERRITORY, KNOW YOUR TERRAIN, KNOW WHO AND WHERE TO SELL TO …………………………………………………………… ALL WILL BECOME CRYSTAL CLEAR IN THE NEXT EXCITING EPISODE OF GUERILLA SELLING !!!!!!!!!!!!!!!!!!!!!!!