Selling is not all BULL, it is a NUMBERS game!!!!!!!!

Something to think about in light of yesterdays post and the weekend post to come........enjoy and have a great weekend.

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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 !!!!!!!!!!!!!!!!!!!!!!!

FOOD FOR THOUGHT

Sorry but long, long day.

Found this interesting article that hopefully will;

give some food for thought

a basis for our methodolgy of managing YOUR territory

Sales Territory Management - How to Prioritize Your Activities
to Produce Maximum Results
By Alan
Rigg

How you prioritize your sales territory management activities
depends upon whether you are managing a territory that has
existing customers, or whether you are building your
customer base from scratch.

If you manage a territory that has existing customers, your
first priority should be to introduce yourself to every single
one of your customers. This should be a pleasant, low-key
introduction along the lines of, "I just wanted to introduce myself and
see if there is anything I can do to help you." Then, as you are
chatting with your customers, you can ask, "Would you mind sharing with
me how you think my company's relationship with you has been going so
far? What have we been doing well? Where could we improve?"

Collecting this kind of feedback is a great way to start
relationships with customers. It also helps you draw any
festering problems out into the open. If you can address the
problems quickly, it can really jump-start your relationships with the
affected customers.

This same approach can also be effective for customers that
have been reducing their purchases from your company over time, or
customers that have stopped ordering completely. It is never much fun
to listen to people complain. But, if you can isolate and solve the
problems that are causing the dissatisfaction, you can produce
a rapid and substantial boost in sales.

If you find customers that are really happy with the service
your company has provided, drill down (with more questions) to
determine just what has made them so happy. Their
answers will provide you with a template for
successfully managing their (and other) accounts. Also, ask these happy
customers for referrals…regardless of whether you
have contributed in any way to their happiness! Happy, satisfied
customers are usually delighted to share their positive experience with
others.

Once you have met all of your existing customers, the next
step is to identify target prospects in your
territory. Start by checking with your manager. If they have
been managing your sales team for any period of time, they should be
able to suggest some good target prospects.

Once you have compiled a list of target prospects, determine
which ones you will pursue first. Which target prospects have
the greatest potential to purchase the largest amounts of
products and services? Which ones are likely to be
"quick closes"? If you have both types of target
prospects on your list, pursue several of each type at the same time.
In the words of a well-respected executive that I used to work with,
"Elephant hunting is great…but those rabbits sure taste good
in between the elephants!"

When you are ready to begin pursuing your target prospects,
start by asking your existing customers whether they know anyone that
works in the target organizations. If they do, ask for
referrals. Once you have exhausted available
referrals, proceed with the other activities in your prospecting plan -
but tailor these activities to attract the attention of your target
prospects.

Conclusion

Effective sales territory management begins with touching base
with every single one of your existing customers.
Ask questions to gauge their satisfaction with their relationship with
your company. If they identify any problems, work aggressively to solve
these problems as your first priority.

If a customer expresses happiness and satisfaction, ask
questions to determine what your company has been doing
right. Use this information to create a
template for managing all of your accounts. Also be
sure to ask for referrals, both in general and to
specific target accounts. Exhaust these referrals before you begin the
other (less productive) activities in your prospecting plan.

Prioritize your activities as described in this article, and
you will maximize sales growth in your territory!

Copyright 2005 -- Alan Rigg

Sales performance expert Alan Rigg is the author of
How to Beat the 80/20 Rule in Selling: Why Most
Salespeople Don't Perform and What to Do About
It. His company, 80/20 Sales Performance,
helps business owners, executives, and managers
DOUBLE sales by implementing The Right
Formula™ for building top-performing sales teams. For more information
and more FREE sales and sales management
tips, visit http://www.8020salesperformance.com/.

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