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Numbers And Statistics: A Powerful Sales Secret

Dec 28, 2007
I can guarantee the commissions a salesperson can earn. I have done it before. And I was right on the money.

Until you have become a professional salesperson, you may not realize that selling is an art and a science. The science part lets you predict exactly how much you can earn weekly, monthly, and annually.

I have trained thousands of salespeople with the secret I will reveal to you today. And this secret has been proven hundreds of times over and over by each of the thousands of salespeople I have trained.

I discovered this secret when I managed seven salespersons By counting calls, presentations, and sales of my salespeople I learned some very important things. I put this knowledge to use for myself after I began to make my living selling for various companies. In short order I demonstrated the wisdom of the secret for myself hundreds of times over.

There was a 12 month period starting in 1987 that I was selling the same product over the telephone for this entire period. I set a goal to make 60 presentions every day over the telephone. At that time I was averaging one sale for every 10 sales. This meant I would average 6 sales every day, or 36 sales for the week, (a 6 day work week).

As long as I made my 60 phone presentations every day I made my 36 sales every week, so my income was stable from week to week. I liked this much better than a salary, because if I wanted to make more money I had to ways to do it:

1. Make more presentations every day 2. Make more sales every day with the same number of presentations.

We worked a split shift, from 9:00 AM to noon and from 5:00 PM to 9:00 PM. This left me 5 hours in the middle of each day to do with as I pleased. The rest of the crew would just waste this time in my opinion. I instead chose to spend this time improving my craft of sales, reading books written by sales, self motivation, and self improvement experts.

Often the rest of the sales crew would tease me that I read too much, but I just laughed with them and kept on reading.

It only took about 2 months of reading, keeping notes, and creating many new closes, to improve my ratio to 1 sale for every 8 presentation calls. I was encouraged and just kept developing my sales skills, and by the end of one year, my ratio had reached 1 sale for every 3.2 presentations.

I knew the exact tone inflection to use on which prospects, which close to use and when. This knowledge came from the practice of making the calls and from the things I had read. Since I was responsible for the outcome of every call, I knew that I alone controlled how much money I would make each and every day.

Did you think sales was uncertain? You probably thought that being in sales was an uncertain profession. But it is not if you use my secrets I will reveal to you below. The fact was that each week my ratio was so certain it did not vary past 1 sale per 3.2 or 3.4. It was always that close.

Here is The Magic Secret of Numbers and Statistics in Sales.

It may seem boring to keep track of your sales statistics, but I have proven an almost supernatural like system doing just that. When you see the high income you can earn using this system, you will no longer find statistics boring. Here is how you use my secret magic system:

1. There must be a compelling need and desire in your customers for the product or service that you are offering.

2. You must work the same amount each time, and the same number of times each week. The numbers will NOT work for you if you do not keep a consistent schedule.

I would have days with no sales, a few sales and sometimes a lot of sales. But in order to get the average goal for the week, I still had to put in the same consistent schedule. The numbers do not work a day at a time. By the end of each and every week I would have my average total for the entire week.

Here is a typical week with an average of 1 sale per 10 presentations: Monday 60 presentations 2 sales Tuesday 60 presentations 4 sales Wednesday 60 presentations 0 sales Thursday 60 presentations 8 sales Friday 60 presentations 14 sales Saturday 60 presentations 8 sales. Total for week 360 presentations 36 sales.

It was impossible to predict which days I would make the sales. But I knew for a fact that if I kept to the rules of the system, by week's end I would have my average. I could not skip one day or a shift, because my average was thrown off. When I was ill, it also affected my average. But as long as I kept things the same from week to week, my sales were consistent and I made money.

You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.

3. Keep track of your presentations and sales. A simple calendar on a piece of paper will do.

You may need to make several calls to finalize a presentation, so calls or call backs are totally unpredictable. You don't need to write down each and every call, track only your presentations and sales.

A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.

4. You must stay in good health. If you are ill you can still make sales but the guaranteed income will not work. Get plenty of rest, some exercise, a good diet, and some recreation to keep yourself in good selling form.

5. Improve yourself by reading books and listening to tapes and seminars about improving your craft. I suggest you start with Napoleon Hill's, Think and Grow Rich. It is one of the all time best sales books, and also on keeping your entire life balanced.

6. A Sales Goal will help you move forward. How many sales do you want to make each week, each month, and over the next year? Write down your weekly, monthly and yearly sales goals, and keep that in front of you at all times.

GUIDELINE As a guideline with most new salespeople you can count on 1 sale for 10 presentations. Your ratio will improve as time goes on and you follow the secret ingredients.

THAT IS THE SECRET. EVERYTHING has been revealed and now you know the MAGIC of numbers and statistics in sales.
About the Author
Timothy L. Drobnick Sr. is still helping student learn how to become the best salesstudent. View the slideshow to see how Tim can teach you to be the greatest salesperson you can be.
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