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A study conducted by one of the largest insurance companies with thousands of sales people identified the two major reasons why salespeople fail in their direct sales profession.
With the following information we hope to inform you of two areas in which you can set a course in order to impact these two major areas - why salespeople fail.
Reason 1: TIME MANAGEMENT
Time management is essential to successful selling. There have been hundreds of books written on the subject of time management and I have read a few and studied the subject. I am not an authority but I can boil the information down into a simple formula.
The 80-20 Rule. Did you know that approximately 80% of your time is spent on activities that produce only 20% of the results that moved you closer to the goals you want to attain? In turn, only 20% of your time is focused on those critical issues that will produce a total of 80% of your results. The critical few versus the trivial many. So you see 80% of your time is almost wasted as far as generating real results are concerned.
Want to be more productive? Make more money? Have more free time? Simply focus on your critical issues and do them first. Many times the 20% are the more difficult tasks or maybe something that you may fear. Discipline yourself to do the 20% of the critical things first. Do your feared things first. When planning your day (your to do list) write 80 or 20 by each task. Now doesn't it make sense to work on the things that bring you the best results? Develop this habit and watch yourself improve.
Giving yourself a clear-cut direction on critical issues (the 20%) will help you utilize your time more effectively, which will ultimately produce a much better income for you and your family. It would be extremely beneficial for you to read or listen to a program on time management....Brian Tracy is probably the best authority on this subject. Learning is a 20% activity.
Reason 2: LACK OF PROSPECTS
The reason some people fail is lack of prospects. For the unsuccessful home improvement salesperson this reason is very closely tied to poor time management skills.
Simple plans for generating a lot of high quality non-competitive leads are provided in the Quick reference guide Step #8 on pages #17-18-19-20. WHY NOT... Use it?
The plan must be worked! Don't just sit back and wait for the phone to ring as a result of the phone book ad, especially with those competitive leads. Be diligent enough to work the lead system and go after the higher quality, more profitable, and non-competitive leads.
Working the lead generation system is one of your most important tasks and will produce a steady stream of quality leads that, in turn, will produce a steady stream of quality jobs which will produce a fabulous income for you and your family. So just do it! It is impossible to fail if you are 100% committed.
We certainly hope you are benefiting from the Contractors Success Strategies newsletter.
"Good Success to You"
Kim Smith
QualityONE Enterprises, Inc.
1-800-798-1877