Archives for October 2011

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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Increase Sales: How A “Positive” Attitude Can Kill Your Business

Does being positive help you increase sales?  Most sales training will tell you to be positive.  What you expect to happen tends to happen.  There is value in expecting good things to happen.  There was even a popular movie a few years ago that spoke about using the “law of attraction” or using positive thinking to improve your life.  Most sales people like a positive attitude because it feels good and we all want to feel good.  Does having a positive attitude help you increase your sales?  Does having a positive attitude have a dark side?

It is wrong to think you always have to be positive about your business or your sales results.  A positive attitude can be taken too far.  You may have even said you just had a positive attitude, when you were really in denial about the facts.  I know I have done that.  Your positivity may cause you to not admit a problem that could cost you increasing your sales.  In fact, you are probably in denial right now about a problem.  If you faced that problem it would help you increase sales today.

An overly positive attitude is like giving candy to a crying baby.  When you give her the candy she will be happy until the candy is gone.  Then she will cry again.  You can only give her candy to solve the problem so many times.  When she is 25, candy won’t fix her crying anymore.

Increase Sales by Looking at the Brutal Facts, NOT Perceptions

A lot of people say that perception is reality. That means that what a person BELIEVES is the truth, is THEIR reality.  You can’t afford perceptions when you want to increase sales.  You MUST know the facts about your performance.  It is not easy to look at the brutal facts because we all have a filter that blinds us from seeing anything that we don’t want to see.  This will stop you from seeing sales problems.  You can’t fix what you don’t see.

Reality is The Way Things Actually Are, NOT What They Used to be or You Want Them to be

You must look at the reality of your business or sales career.  A lot of sales people will say “that’s how we have always done it”.  If you are thinking that then you are looking at reality as it WAS, not as it is.  Other salespeople just hope the economy will get better.  That is a problem of seeing things as you WANT them to be.  If you are thinking any of those ways, you can forget about increasing your income.

So what is reality?  Reality is the facts.  Facts are not open to argument.  You made the income you made last month. Your income last month is a factual number.  You make your prospecting calls or you don’t.  You are generating leads every day or you’re not.  Those are all measurable facts.  That’s one of the great things about business.  You can specifically measure results.  When you can measure results you have an opportunity to do something about them in the future by making changes today.

The Truth is all that really matters.  Good intentions are not enough.  To increase sales it is all about your results.

“Success demands you have an honest relationship with yourself and others.  Be willing to deal with the discomfort of the relentless pursuit of the truth” – Gary Blair

I would like to urge you right now to ask yourself some honest questions to grow your business.

What problem have you been putting off fixing that could increase sales? 

What do you know works in your business that you used to do, but you stopped doing? 

On a scale of 1-10, 10 being excellent, how good are you at generating leads? 

What steps can you take TODAY to make progress on fixing that problem?

Get your head out of the sand today.  To increase sales you must know the brutal facts and take action to correct them now.   I wish you the best of success!   If you want help right now with how to get more sales click HERE to watch a FREE video on the “Instant Sales Master Blueprint”.

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales Now By Forgetting Everything You Know About Sales

One of the keys to increase sales is to forget everything you think you “know” about sales.  This could be the most valuable information you have ever gotten about increasing sales.  You may have been through some very advanced sales training.  Don’t fall into the trap of being fooled by how simple this idea is.  How do you know if you are falling into this trap?  You know you are fooling yourself if you tell yourself….

“I already know that.”

If you catch yourself feeling this is too basic of an idea, consider this.  After learning the basic ideas to increase sales you go to the advanced ideas. Then ask yourself this question…

Where do you go after you have learned the advanced ideas?

Increase Sales by Going Back to The Basics

The answer is you go back to the basics.  You get a deeper level of understanding of the basics.  Resist the temptation to ALWAYS have to learn something “new”. When you hear an idea, it is just the beginning of the process of learning the idea.  There are up to 10 levels of understanding of any idea.  The key to increasing sales is probably NOT a new idea to you.  The key is getting a deeper level of understanding of what you already “know”.

3 Steps to Show You Really “Know” an Idea

Here how you tell if you really “know” and idea…

  1. Are you following through on the idea?  If you are not APPLYING  it then you don’t KNOW the idea.  There is no knowing without doing.  PERIOD.
  2. Are you teaching it to others?  The BEST way to really learn an idea after you start using it to increase sales is to teach it to others.  Teaching others forces you to use the idea and improve.  You will have to use it yourself because everyone is watching you.
  3. Have you MASTERED it?   Most people only learn an idea and use it until they are strong enough to get by.  Until they are just “good enough” at it to survive.  They never even TRY to reach mastery level!  When you have mastered an idea there is nothing more to learn about it.  I feel I will NEVER master ANY idea fully.  There is always another level of understanding I have not yet reached.

These 3 steps are a huge advantage to help you increase sales.  While other people are hearing an idea and saying “I already know that”.  You will be looking for ways you can improve it and reach mastery level.  This process will keep you hungry to learn more. You will take more action and increase sales year after year.

BONUS – Click HERE to watch FREE training video The Trojan Horse Technique

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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4 Secrets To Get Focused, Stay Focused & Increase Sales Today

How do you get focused, stay focused and increase sales?  Focusing on what activities are most important for increasing sales is harder than ever.  It is so easy to lose your focus because modern life and electronics are always there to distract us.    My mentors have taught me much about getting and keeping your focus.  I will share this information with you today to help you and your sales team increase sales.

Gary Blair taught me a great way to think of focus is the following….

Follow

One

Course

Until

Successful

Sales people that are the most focused on sales activities increase sales and maintain it.  The least focused sales people fail in business.  Time is your most valuable asset to increase sales.

Be Laser Focused on Sales Activities

“One reason so few of us achieve what we truly want is that we never direct our focus; we never concentrate our power.” – Tony Robbins.

You can take a flashlight and shine it into your eyes and it will be uncomfortable but it probably won’t permanently harm you.  You can take the same energy in that flashlight and when you focus it into a laser, the laser can cut through steel.

When you lose your focus it spreads out your energy over many activities.  If you spread your energies over many activities you will not accomplish much.  It’s the same thing when you want to increase sales.  You must focus on only the activities that DIRECTLY lead to sales during the hours of your business you can call prospects.  Once those activities are complete, you can shift your energy to other things.  Do your best to take care of activities that do not directly lead to increasing your sales only the last hour of the day or after business hours when you cannot call prospects.

“If I have ever made any valuable discoveries, it has been owing more to patient attention than any other talent.” – Isaac Newton

You never lose your focus on purpose, but to increase sales it will require a high level of concentration on your part.  When you lost your focus you lose all your power.  Once you get focused you must defend your focus any way you can.  It is so much easier to STAY focused than it is to GET focused.

How to Increase Sales by Improving Your Focus

“Focus is the tool of domination” – Gary Blair

Here are a few ideas to eliminate many distractions and increase your focus

  1. Block out sales focus time.  These are chunks of time each day (maybe from 10-12 and 2-4 pm) where you focus on sales activities.  Sales activities are generating leads, setting appointments, making prospecting calls, following up or delivering sales presentations.  Don’t talk to anyone that’s not a sales prospect.  Even tell your family and friends not to contact you during this time.  Lock your door or put a big “do not disturb” sign on your chair.   Do not schedule over blocked time. If you have a sales manager tell them about this and they will love the idea.
  2. Don’t be on the internet unless it is absolutely necessary to make a sale.  It is just too tempting for you to check the score of the game, news or facebook.  Don’t do research or find leads on the internet during your focus hours.  Do that after you can’t be contacting prospects.
  3. No text messaging.  Instead call them live.  You will get more done faster.  It will also force you to respect their time.  It is also easier for your prospect to ignore you if you don’t call them.  Also, it is easy to be misunderstood over messaging because they cannot hear your tone of voice. The only time you would text message is if you are unable to reach a prospect on the phone.
  4. Only check email a few times a day and disable email notification alerts.  You must not have conversations over email.  You must be on email as little as you can be without compromising service to your clients.  I check my email only 3 times per day.  Most of the emails you get can wait at least an hour or 2 before a response is necessary.  Block this time out in your calendar like you would an appointment with a client.  Do not schedule over blocked time.

I challenge you right now to take out some paper.  Write down what are the fewest activities you can do to increase sales the most.  This should be a short list of things you will focus on until they are completed.    This will be your plan for your sales day.  ONLY do what is on the list.  The only excuse for doing something other than what is on your list is a natural disaster or a medical emergency that requires a hospital visit. Do not forget, to increase sales you must follow one course until successful.

BONUS – Click HERE for Free “Instant Sales Master Blueprint” Video

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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5 Techniques to Increase Sales I Learned From Steve Jobs

Steve Jobs didn’t personally teach me to how to increase sales. Like you I didn’t know him personally.  I learned so much about how to increase sales from watching his actions and his life.  Here are a few tricks I learned for increasing sales from Steve Jobs.  All quotes are from Steve Jobs.

Technique #1 to Increase Sales:  Don’t Expect Perfection From Yourself.  Instead Pursue Excellence

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.”

“Quality is more important than quantity. One home run is much better than two doubles.”

You will never be perfect.  You will never enroll every prospect you talk to no matter who good you are.  Don’t expect perfection from yourself.  Instead pursue excellence.  Excellence is not easy, but excellence can be reached.  Pursue every sales activity with the mindset that you will do it with excellence in view.  Always focus on setting a standard of quality.  Everyone wants quality over price, even if they don’t admit it.  What if you don’t currently sell a quality product?  Find a quality product to sell.  There are no shortcuts.  Increase the quality of your product and increasing your sales is much easier.

Technique #2 to Increase Sales:  Life is NOT Fair, Grow Up!

“I didn’t see it then, but it turned out that getting fired from Apple was the best thing that could have ever happened to me. The heaviness of being successful was replaced by the lightness of being a beginner again, less sure about everything. It freed me to enter one of the most creative periods of my life.”

“I’m convinced that about half of what separates the successful entrepreneurs from the non-successful ones is pure perseverance.”

“I’m the only person I know that’s lost a quarter of a billion dollars in one year…. It’s very character-building.”

“This is not a one-man show. What’s reinvigorating this company is two things: One, there’s a lot of really talented people in this company who listened to the world tell them they were losers for a couple of years, and some of them were on the verge of starting to believe it themselves. But they’re not losers. What they didn’t have was a good set of coaches, a good plan.”

Steve was given up by his birth parents.  His planned adoptive parents decided they wanted a girl.  He started Apple in his parent’s garage at 20.  He was fired Apple by age 30.  He was publicly humiliated and felt like a failure.  He felt he had let down the entrepreneurs that came before him.

Failure is a part of life.  It is part of the price of success.  Failure is an event, not a person. YOU are not a failure even if you feel you have failed at something.  Selling is a learned skill.  I have failed in sales in the past.  I was fired from a network marketing company at one time because I didn’t know how to sell.  I found a great mentor and learned how to sell.  If you have failed you can still increase sales by finding a great mentor, put a sales and marketing plan together and sell a product or service you love.

Technique #3 to Increase Sales: Don’t Live Someone Else’s Life.  Do What You Love With Enthusiasm

“Almost everything–all external expectations, all pride, all fear of embarrassment or failure–these things just fall away in the face of death, leaving only what is truly important. Remembering that you are going to die is the best way I know to avoid the trap of thinking you have something to lose. You are already naked. There is no reason not to follow your heart.”

“Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do great work is to love what you do. If you haven’t found it yet, keep looking. Don’t settle”

After Steve was fired from Apple what saved him was he still loved what he did.  He created what would become the most successful animation studio on the world.  He was famous for using the phrase “Insanely Great”.

Enthusiasm is so important to increase sales.  You must find a product or service you truly believe your prospect MUST have.  This will help you effectively handle their objections and change their life.  If you have found a product you are passionate about you must sell yourself on why your prospect should buy it.  To increase sales you must have total belief in your product or service.  If you haven’t found that product or service you are passionate about, keep looking until you find it.

Technique #4 to Increase Sales:  Find a Need and Meet it.  Even Anticipate Your Prospects Needs

“You can’t just ask customers what they want and then try to give that to them. By the time you get it built, they’ll want something new.”

“The products suck! There’s no sex in them anymore!”

Steve changed the world because he anticipated a need that the market didn’t even know they had.  That is what niche marketing is about.  To increase sales you must find out what your target market needs and then meet that need.  When you know the people you serve well enough you can often anticipate what they need before they see the need.  You can do this in every sales presentation because prospects have needs they haven’t even thought of.  Help them see how your product or service meets those needs and your presentation will be almost irresistible.

Also Steve understood that numbers and figures are boring.  He had to get everyone emotionally involved in the product to get them to buy and increase sales for the company.  You eventually got the point you couldn’t remember what life was like before you had your computer or ipod or iphone etc.

To increase sales, get your prospect emotionally connected to the benefits your product or service will give them.  How will it change their life?  Who in their life could they help?  What will it cost them if they don’t move forward?  People make buying decisions based on emotions.  After they decide to buy they back the decision up with logic.  If you have ever heard anyone say “it was on sale”, then you know what I’m talking about.  They bought emotionally and they back it up with logic by saying it was on sale.

Technique #5 to Increase Sales:  The Power of “NO”

“We don’t get a chance to do that many things, and every one should be really excellent. Because this is our life. Life is brief, and then you die, you know? And we’ve all chosen to do this with our lives. So it better be damn good. It better be worth it.”

“I’m as proud of what we don’t do as I am of what we do.”

“It comes from saying no to 1,000 things to make sure we don’t get on the wrong track or try to do too much.”

“People think focus means saying yes to the thing you’ve got to focus on.  But that’s not what it means at all.  It means saying no to the hundred other good ideas that there are.  You have to pick carefully.”

Steve Jobs was about living life on his terms and not wasting a moment with things he didn’t think were important.  We all have that control.  You’ve heard the phrase “terminally ill”.  WE are all terminally ill.

There is so much power in the word “No”.  Saying “No” will increase the value of the things you say “yes” to.  You only have so much time here on this earth to help others.  Say “No” to the things that rob you of energy and time.  Say “No” to wasting you sales time doing nothing or engaging in negative talk about the economy.  Say “yes” to bringing quality value to your clients.  Say “yes” to activities that increase sales such as making your phone calls.  Say “yes” to planning your goals and taking action on them.  Say “yes” to leaving a legacy and living a life of no regrets.  “Stay Hungry, Stay Foolish”

BONUS – Click HERE for a FREE video to increase sales, the “Trojan Horse Technique”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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Increase Sales: When Is The Best Time to Call Your Leads?

You want to increase sales but you don’t call your leads because you don’t know when the best time is to call.  Is it best to call in the morning, afternoons or evenings?  Is Monday a bad day?  Everyone cancels on Friday don’t they?  Nobody has any money on the 1st day of the month, right?

I learned this story from one of my mentors.  His name is Ben Gay III (Yes that is his real name).  This story is a true story to teach you a mindset that will help you increase sales.

Don’t Believe Everything You Hear

These salespeople believed that Tuesdays were slow sales days.  They could have worked on increasing sales on Tuesdays.  Instead they would get in late to the office, work less than normal and leave early.  Why did they do that?  Because they BELIEVED Tuesday was a slow sales day. They BELIEVED that because they were told that Tuesdays were a slow day. Who told them Tuesdays was a slow sales day?  The people in the MAIL ROOM told them Tuesday was a slow day.

Was it true that Tuesday was a slow sales day?  NO!   Statistics showed that Tuesdays were the second best day of the week for sales.  These sales people believed Tuesdays were a bad sales day because they listened to the staff in the mail room.  Listening to the staff in the mail room who don’t sell anything cost them the chance to increase sales!

Increase Sales by Finding Out When IS the Best Time to Call?

Now that you know that Tuesdays are a good day to increase sales.  What is the worst day?  Here is the answer:  The best time to call or sell is….

Whatever time you can get the UNDIVIDED attention of a qualified prospect!

This means you cannot know when the best time to call or sell your prospect is until you speak to them and they tell you when the best time is for THEM.   I got one of the biggest sales of my entire career on a December 30th which was a Friday after 5 pm.  If I believed that nobody wanted to talk to me on Friday nights I would have missed out on the sale.

Some people believe that the economy is bad and nobody has any money or nobody wants to buy from you.  Some people believe you shouldn’t call on Mondays or in the mornings.  If you believe them you will NEVER increase your sales results.  They are just using it as an excuse to NOT make phone calls anyway.  DON’T listen to them, they are BRAINWASHING you!  Choose to believe only what will help you serve your clients and increase sales.

SPECIAL BONUS -Click HERE to watch FREE video and learn the “Instant Sales Master Blueprint”

Kristoffer Thompson

Master Sales Coach

Increase Sales Training

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