PERSONAL SALES TARGETS....

Hello All,


Ok, its going to be very quick...just a few lines may be...Wanted to tweet actually but my thought exceeded allotted 140 spaces...phew.


Anyway, I have a quite different, weird, controversial and contrary vision of looking at sales targets, yet so successful, atleast for me.


Last month i managed to hit an important personal sales target that I set for myself. ( Important because i achieved it )

It was very exciting. I was jumping up and down, pumping my fists in the air.


{{{ Someone whom i love told me a very good thing - 'Celebrating your successes is very important'. No matter how little it is. }}}


One of the keys to my hitting this target was that I set an achievable target for myself.

No one else set it for me, and I didn't base my expectations on what anyone else did or thought I should be doing.

I looked at what I think is possible, what the potential is, and I set a reasonable target and a stretch target.


During the month, in order to achieve the target, I kept reminding myself of both of these numbers ( reasonable and stretch )in my head for days.

I was under a bit of pressure until I achieved my reasonable target at first. As I approached my reasonable goal, i saw that my stretch goal is within reach. I started focusing on that next, which I was sure i can achieve just a short time later.

Now you may not be in a position to set your own sales quota for this year, quarter or month. I understand that.

But you can set your own personal goals that are reasonable and achievable - - - and believe me, your personal drive and personal goals can get the best out of yourself and can yield more results --- not the targets set by someone else or your peers.

And i think the only way you are going to get to your target is to break them down into goals that you believe you can achieve. And it has to be set by yourself.

So if your sales numbers are such that you don'tbelieve in your gut that you can make them, then stop focusing on those numbers. Make a little realistic target then.

No way in any sense whatsoever i am against the company targets set by the management, if i am, then may be i am on the verge of bringing revolutionary change in the corporate selling world as almost all of the companies have certain targets to be met. But my point is one needs to ascend above the challenge and ensure that his personal targets are far more than the targets set by senior management and these targets should be well suited to his efficiency and are realistic in approach.

Finally, always believe in yourself and be self confident....as the saying goes "Think high to rise and work hard to achieve"....

OMG, I just cant believe i ended up writing this much...I only wanted to scribble few lines...:)

Critics are more than welcome to leave a comment, also you can tweet me on http://twitter.com/ShoebSiddiqui

Cheers !!!!!!!

SID.....

DONT LET THE APPOINTMENT'S CRY OFF AT THE LAST MINUTE.....

Hello Guys,

I was reading Peter Bruening yesterday and what good demonstration and technique he gave on how to make sure we control the appointments...

Yes appointments needs to be controlled....

How many of your appointments cry off at the last minute?

Maybe it’s down to the fact that you are not confirming them in the right way.

Here’s a way Peter Bruening suggest to make the appointment stick!

Just remember the word cement. C-E-M-E-N-T.

C - ConfirmConfirm or re-confirm addresses, telephone numbers, and the dates and times

E - ExplainBriefly re-explain what you are going to do. Basically you want to tell them what you just told them

M - Many Thanks or Much Obliged Thank the prospect for their time and for the upcoming appointment time

E - ExonerateAbsolve the prospect for this decision and reassure them that it is the right thing to do(Ammunition for buyer’s remorse)

N - Numbers The logic that helps the prospect keep the appointment set. Mention some brief numbers that seal the decision with logic.

T - Terminate with Tact Get off the telephone SLOWLY! Always let prospect hang up first
This may sound like a lot, but it is actually very simple and quick.

Prospect:“Yes, ok. 9:15 in the morning will be fine.”

Sales Person:“Thanks, Mark. I appreciate your time. Now let me just double check. You are in the Midas Building on Swinton Avenue, is that right near Town Hall Road?

Prospect:“Yes, actually, it is on the corner of Town Hall Road”

Sales Person:“And exactly where is your office, Mark?”

Prospect:“When you come in the main entrance, just turn left, and you will see the glass doors that say Halsbert Maintenance.”

Sales Person:“Great. And are going to meet me there this coming Friday, that is the 8th, at 9:15 am, is that right?”

Prospect:“Ok.”

Sales Person:“Once again, thanks for your time next week, and I’m sure you’ll find the information I will leave with you is really useful. As I mentioned, we will just sit down for a half an hour or so and I will show you how our new technology can save you lots of man hours—as much as 55%. Oh, also, Mark do you have a pen handy—let me give you my number in case anything comes up.”

Prospect:“Go ahead.”

Sales Person:“That’s Linda Johnson…….with New Day Maintenance Supplies. And my office is 0843 849 6900. My mobile is 0744 844 8181. Please give me a call should anything come up.”
Prospect:“OK”

Sales Person:“Mark, again, thank you for your time and I look forward to meeting with you on Friday.”

It was not a long drawn out speech, but she did not rush off of the telephone. That is a solid appointment!

Happy CEMENTING!

Happy Selling....

SID.....