How to Increase Sales Now by Modeling

What does modeling have to do with how to increase sales?  Good question.  Modeling is one of the best ways to increase your sales there is.  I’m sure you know I’m not talking about fashion modeling.  What kind of modeling am I talking about?  I’m talking about the “modeling principle”.  What is The Modeling Principle?

The Modeling Principle is…

If someone else is producing a result and YOU DO what THEY DO, you will produce a similar result.

If someone else is increasing their sales and you do what THEY do, you will increase sales yourself.  Maybe you know someone successful in the same business you are in.  I have 3 sentences for you to keep in mind.

Don’t reinvent the wheel!

Don’t reinvent the wheel!

Don’t reinvent the wheel!

Having said that, what does everyone want to do?  That’s right! They want to reinvent the wheel! Don’t you dare try to “reinvent the wheel” to be successful.

Use the modeling principle to model sales superstars.  I call this “modeling” someone.  If you are not doing what the superstars are doing, why not?   Maybe you think they are too pushy.  Maybe you think they are more skilled, talented or better looking than you.  Maybe you think they will be upset and view you as competition.  Maybe you think what they are doing is “too hard”.  Maybe you want to take what they are doing to increase sales and to do it “my way”.

The problem is that doing it “my way” doesn’t work!  If it did, you would already be the top producer.  If you are just too opposed to what a sales superstar is doing to increase sales, follow this idea.

Take the best, and leave the rest!

Don’t dismiss everything they are doing.  Instead, take the best and use it!  You can fill in any missing pieces to increase your income by learning from a different sales superstar.

How to Increase Sales by Modeling Someone Successful

When you model someone to increase sales, what do you model?  When you model someone there are 2 things to model.

  1. Their Beliefs:  You take their beliefs that help them close the sale and you make those your beliefs.  If they believe that Fridays are a great day to make prospecting calls that means you now believe that Fridays are a great day to make prospecting calls.  If they believe that it is easy to get referrals you adopt that belief for yourself.  A belief is a choice.  Whatever you choose to believe, you will look for evidence to support that belief.  Use the sales superstar you are modeling as proof in your mind that their belief is true.  The only beliefs worth having are the beliefs that help you increase sales.
  2. Their Strategy:  You take the same actions that they take.  If they are really good at something, go with them to learn how they do it.  You watch the words they are using in their sales presentation, use the same words in your sales presentation.

A great way to model a sales superstar is to ask them to let you go with them while they do their sales activities.  You can also buy them lunch and ask them questions.  Most top producers are fine with telling you what they do.  Tell them how you see they are the best at what they do and you want to learn from them.  You can also read books and go to seminars.  These are all great ways to increase sales if you take action on what you learn.  I wish you the best of success as you apply the modeling principle in all areas of your life, but especially to get more sales.

SPECIAL BONUS:  To watch a FREE video and learn the “Trojan Horse Technique” click HERE

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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