I have written on this before but though it was important this time of the year to re-post this article. Most sales people are in holiday mode and struggle to get that motivation going towards the end of 2017 push. I am privileged in working with sales professionals and organisations to realize their goals. As one myself, I realize that my best results come from a system. The success key that comes from using this system is that it makes it simple to identify the cause of a sales slump and turn things back around towards success.
The One Sale a Day Sales System focuses on three areas:
- Mental and emotional
- Strategy and tactic
- Execution and implementation
Part One – Mental and Emotional
The focus of mental and emotional is on two main areas.
A strong feeling of enthusiasm or excitement for something or about doing something.
Being business owners or sales professional is nothing short of an emotional roller coaster. There is no better mental “high” than making sales. To be able to persuade someone that there is enough value on the table to influence them to make a decision is quite empowering!
The roller coaster effect comes when you seem to have lost your touch and no one sees the same vision you have. When call after call is turned down by rejection. It’s enough to drive a person back to a job!
One of the most important activities that you can do to keep the flame of your passion burning bright is to “guard your heart”.
How does one “guard your heart”? Choose what you think about and how you feel about what you think. Your thoughts and feelings will determine the course of your life – and your passion for life and work.
A core purpose or focus that is regarded as a very important assignment that must be accomplished.
If it wasn’t for the mission, the absolute purpose-driven desire to make a difference, or maybe the fierce independence that gives you a crystal clear vision of a better way – if it wasn’t for all of that it would be too easy to go back to just show up and start taking direction from someone else.
It is vital to review your mission daily. Your mission to make a difference in what you do will give direction to your daily activities. In whatever you do ask yourself, “Will this help me accomplish my mission today?” It’s an easy trap to fall into to find yourself busy but not moving towards your mission.
Part Two – Strategy and Tactics
The five stages below make up of the strategy and tactics that one must do in proper sequence to make a sale. The proper execution of these stages, combined with the mental and emotional attitude, executed daily in order to make one sale a day will directly affect the outcome.
- Appointment setting
- Close the Sale – consummate an agreement with client
- Serve and look for referrals
By breaking the sales process into separately identifiable stages, one can assign ideal outcomes for each stage.
There are sequences of activities that must be executed at each stage to move the sales process forward to the final stage of closing the sale.
Each stage and the sequence of activities should be carried out consistently with the purpose of making (at least) one sale a day. The goal of one sale a day gives your mind a target at which to aim.
Daily prospecting is not the target in and of itself. Prospecting should be designed to initiate a relationship with a qualified audience (individuals or companies). Prospecting should be practiced daily to develop leads. Leads are cultivated by providing information that develops attention and interest to move the lead to the next stage.
The next stage is to schedule 3 follow-up appointments from your lead inventory each day is the target. Each day you’re scheduling three appointments and conducting three presentations that have a focused target to close and board at least one new client. Law of averages and your sales skill will dictate your closing ratio. You should expect to close at minimum, one of the three presentations. The professionals that I work with typically does one-on-one presentations, but you could multiply your effectiveness by using webinars and closing multiple sales with each event.
The idea is that you and your team are leading your target market through each stage of your process. If you want to close more sales you must conduct more presentations or have more qualified prospects attend your presentations. Daily prospecting builds your lead inventory. Schedule appointments for presentations – one-on-one or webinars to share your mission and passion, which develop interest and desire to invest in your product or service.
Part Three – Execution and Metrics
Early in my career in sales and as a business owner, I realized that there were activities that would bring results as often as I engaged in them. I learned that if I talked to enough of the right people every day about my sales proposition – someone would say, “yes” I see your value. I also discovered that I didn’t like hearing “no” for all the people that chose to work with me. If I thought too much about the rejection it would keep me from making the calls to avoid the rejection, which would keep me from discovering the people that wanted to work with me.
I needed to be less emotionally involved with the process by developing a rhythm of business.
A regular, repeated pattern of activity
The real stabilizer with high and low passion, and winds of strong sense of mission, is the anchor of the rhythm of business. You must have a formula, a plan, that when applied to your business with the discipline of an athlete in training – organized, finely tuned, and flawlessly executed every day of your sales career – will reward you with steady growth.
I’m talking about the mechanics of how you bring your customers in; how you service them when they’ve done business with you once; how you keep them so loyal they’d rather `fight than switch.’”
The rhythm of your business demands clearly identified tasks that become your daily money making activities that keep you from getting off point with busy work.
For example, you might have on your list the following:
- Contact 10 new prospects each day
- Call 3 previous customers each day
- Create 1 new alliance relationship
- Follow up on 1 current alliance relationships
With a list like this you just do it daily and keep track of the activity and results. You shouldn’t be asking yourself, “What should I be doing today to build my business?”, because you’ve already made a plan. Don’t adjust this plan until you’ve evaluated the activity and results over time.
Keeping track of your activity and results will give you the metrics for success. At the end of the day, week, or month you’ll be able to see what worked well so you can repeat it, or improve on it.
If there are little to no results for your activity it’s time to evaluate
- Your target audience
- Your message or value proposition
- Your method of engagement
- Your frequency of engagements
Repeat activity that brings results, repair or replace activity that has little or no results. Always track and evaluate your activity.
About the author
Riaan's on a mission to help sales professionals thrive and adapt to "The Brave New World Of Selling!
Over the past 20 years, Riaan has been working with leading Sales Organisations, Sales Managers and select Individuals who want to improve sales performance, design and implement winning strategies and sales cultures that leads to more deals.
Since 1985, Riaan has been in Corporate | B2B | High-level Sales and led teams to maximise performance. He provides strategic oversight and serves as executive sales coach and advisor to clients ranging from small, rapidly growing start-ups to well-established, large corporations.
His experience has allowed him to work with organisations and executives within entities such as Old Mutual, Sanlam, the Telecoms Industry, Siemens, Capgemini, Accenture, BWI in Hong Kong and many others, to help them improve sales performance