The Skills To Your Success
You Need ‘Selling Skills’ To Sell
And Then You Need ‘Success Skills’ To Succeed…
SUCCESS SKILLS: Control your continued growth
No matter what profession you’re in, success skills are your foundational skills – the skills that drive your success.
Whether you’re selling, acting, farming, or playing golf for a living – you have to keep track of what you do, you have to set clear goals on what you want to improve, and you have to be organized enough to make it happen.
You can have all of the other great skills we cover – until you master success skills though, you’ll find yourself stuck in the mud most months when it comes to improvement.
Develop these skills and you’ll control your future.
Tracking – Averaging – Charting
Everything that happens in every major company or sport is tracked, averaged and charted. Why? So they can identify the areas they can improve.
To continually grow in sales, you need to do the same: track every opportunity you have, every selling activity you do, and your results from those opportunities and activities.
- Track Opportunities: Incoming calls, leads, and floor traffic by type; walk-in, be-back, repeat, referral, phone, etc.
Why? So you focus your time spent with your best types of opportunities.
- Track Business Development Activities: number of mailouts, prospecting calls, unsold follow up calls, e-mails sent, appointments set, appointments that show.
Why? To focus your time on the business development activities that produce the most results.
- Track Your Selling Activities: Presentations, demos, committed write ups, uncommitted write ups.
Why? So you know the # demos, presentations, and write ups that it takes you to make a sale.
- Track Results: Units, gross, commission per sale (by customer type) and total bonuses and spiffs each month.
Average It. Keep a 90 day running average of all of your opportunities, activities, and results.
Why? Because a good month or a bad month doesn’t make or break you, but a negative trend in almost any area will.
Chart It. Chart your month and average in each area so you can see a clear ‘picture’ of what you’re doing. Charts are easy; updating takes just 1 dot & 1 line.
Do everything I just said for 3 months, and I guarantee you’ll become aware of what you’re doing, and you’ll improve.
Too much trouble / too much time? Nah, that excuse won’t work – all of this takes seconds per day, not hours.
You can accomplish anything, but success doesn’t / won’t come to you just because you work hard. You have to be clear about what you want to accomplish, and then create an ‘Action Plan’ to make it happen.
There is no ‘Time Management’. The only things you manage are the activities that use up your time each day.
The highest achievers work smart, not long. They’ve learned to go-to-work-to work and use every minute to get more prospects on the lot, sell a vehicle, or retain customers.
Computer Skills…There is no excuse for not using contact management, follow up, or other software to help you manage your career. Ask your 6 year old to teach you.
Writing, spelling, grammar, talking, listening, body language, tone, inflection, etc. are all skills you need now.
When you’re with a customer, no cussin’, or crude or stupid jokes, and skip all opinions about sex, religion, politics, or famous people in jail. Just sell.