Tuesday, June 18, 2019
You are invited to a Zoom meeting – Opening A Sales Callwith Jim Ullery.
When: June 25, 2019 2:00 PM Eastern Time (US and Canada)
Register in advance for this meeting:
After registering, you will receive a confirmation email containing information about joining the meeting.
Friday, January 19, 2018
Developing sound goals is critical for managing your performance. Did you know that 90% of people set goals on January 1st, yet less than 10% achieve those goals?
The S.M.A.R.T. Approach
A typical approach in sales goal setting is the S.M.A.R.T. approach. A goal must be specific, meaning it's not so vague that it prevents you from focusing on that goal. It also must be measurable in order to easily determine if the goal has been achieved. A goal must be achievable, as in not so unattainable that it is impossible to reach. It must be relevant, meaning you should be able to relate your line of work directly to the goal. Finally, a goal must be time-constrained, where you are given a target date for accomplishment in order to stay on track.
If your success depends on getting in front of people as much as possible, a typical sales goal might be for you to make 100 phone calls every week. Although ultimate success depends on the ratio by which calls are converted to appointments and ultimately to sales, much of your long-term sales success can depend on how many potential clients you can get in front of or speak to on a regular basis.
In sales, potential success generally relates to getting a chance to talk to people face to face. You could make a goal of meeting 30 clients per week, for example, which amounts to an average of six per day in a five-day work week, or five per day during a six-day work week.
Your business may be in a field where training is a requirement of maintaining a license or a condition of employment. Therefore, you could set a goal of setting aside so many hours per week for study, going to classes or attending sales training. Start with two hours per week and if that goal is achieved, increase it by one hour each time until you feel you have reached the level required by yourself or a professional association.
Your ultimate success depends on your ability to close. Therefore, an important sales performance measure could be to make one sale every day. This goal should not focus on the amount of the sale; rather, it should simply stress making one sale.
Do not overlook the importance of keeping a client once a sale is made. Clients are good sources of referrals and may lead to repeat business. An example of such a goal could be to maintain a 95 percent retention ratio, meaning a client is only lost once in 20 times during the one or two years following a sale.
Overall, achieving your sales goals is not a difficult process. It takes the right attitude, the right technique, and the proper approach. Set achievable goals. Break them down so that you can achieve them more easily. Take the proper attitude when it comes to sales. Seeing the market as a place of possibilities instead of a barren wasteland will allow you to have the right outlook.
Sales Pro PSS delivered as a 2-day classroom program.
- · Salespeople develop the face-to-face selling skills needed to promote an open exchange of information and reach mutually beneficial sales agreements.
- · This is a research-based sales training program designed to help salespeople incorporate a consistent and repeatable selling approach.
- · Sales Pro PSS is specifically designed to teach the prospecting, sales and communication skills that get results in today’s business world.
FREE SALES WEBINAR SERIES
Based on the Sales Pro PSS Principles
The goal of our monthly free Fearless Selling Tips Live Webinar Series is to help salespeople improve their selling skills.
During these 60-minute webinars opportunity will be provided to have some of your sales questions answered by Jim Ullery.
The webinars are free and open to EVERYONE.
To Register for one or all of the webinars, simply email@example.com.
You will receive an invitation prior to the first webinar February 7th
Wednesday, February 7, 2018 - 1 PM EST / 1 Hour - Opening A Sales Call
Tuesday, April 17, 2018 - 3 PM EST / 1 Hour - Dealing With Indifference
Thursday, June 7, 2018 - 11 AM EST / 1 Hour - Probing Skills
Tuesday, August 7, 2018 - 4 PM EST / 1 Hour - Addressing Customer Concerns
Wednesday, October 17, 2018 - 2 PM EST - 1 Hour - Bridging Skills
Monday, December 17, 2018 - 5 PM EST - 1 Hour - Asking For Referrals