Psychology Of Selling!
Chapter 2. Setting And Accomplishing All Sales Goals
If you have the right goals and follow them
Either way, everything else will come to you on its own.
If you do it right, you will succeed. – Dan Dierdorf
Top salespeople have goals.
Studies show that the ability to set goals
is proportionally proportional
to the level of success achieved.
The highest paying salespeople know in advance
how much money they will make each week,
month,
quarter,
and year.
They know how many clients
it takes to reach a certain level of revenue,
and they have a clear plan for how much money they will make.
To be successful,
you must decide exactly how much you plan to earn each year.
If you don’t define a revenue goal,
you won’t be able to focus on sales.
You will be like a person in the fog
but still trying to aim.
Only if you are the best marksman in the world
can you hit that faint target.
You need to know exactly where you are aiming.
Vague goals produce vague results. — Jack Canfield
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Your annual income goal
First, let’s talk about your annual income goal.
How much exactly do you plan to earn in the next 12 months.
Write this number down.
This will be the goal that
all your activities work towards for the whole year.
Set a realistic but challenging goal.
It could be the sales of the top year,
then you increase it by 25–50%
or whatever you feel most comfortable with.
You have to make sure the goal
is credible and within your reach.
Fanciful goals don’t motivate,
they deprive you of motivation
because you already know you can’t achieve it.
And you end up giving up
before you even start.
The top sellers all know exactly how much they will make a period.
If you ask,
they may even tell you how much
they plan to make per day.
Low-performing salespeople often don’t know
how much they plan to make
until they have their tax returns in hand.
For them, every day,
every month and every year is an adventure
and they don’t know where to end.
“All successful people have a goal.
No one can get anywhere unless he knows where he wants to go
and what he wants to be or do.” — Norman Vincent Peale
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Make a note of your goals
To be effective,
you need to write down your goals clearly.
People may wonder,
“What if I don’t write it down?”
Do not worry.
Writing your goals down on paper
increases your chances of achieving them
by as much as 1000%,
which is a dozen times
and often faster than you might expect.
Even if you don’t achieve your goal as planned,
it’s better to write it down than no goal at all.
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Your annual sale goal
The second thing when setting goals
is that you need to ask yourself:
“To achieve the desired income,
how many sales do I need to sell this year?”
It’s not too hard to calculate.
Even if you have to calculate commissions,
you can still determine the exact sales needed
to earn the desired amount.
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Weekly and monthly goals
Once you’ve decided on your annual income and sales goals,
break down your goals by month.
How much money will you have to make
and how many sales per month
will you have to hit your yearly goal?
Once you have annual
and monthly sales and income goals,
break them down into weekly sales
and income goals.
How much do you need to sell each week to hit your long-term goals?
In order to become rich,
you must believe you can do it,
and you must take the actions necessary to achieve your goal. ― Suze Orman
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Daily sales target
Finally, determine your sales
and how much you want to earn per day.
For example,
your annual income goal is $50,000.
If you divide $50,000 by 12 months,
you’ll need to earn about $4,200 per month.
If you divide $50,000 by 50 weeks,
which is the average number of workweeks per year,
that comes to $1,000 per week.
You now have clear and specific goals to work towards.
“Setting goals is the first step in turning the invisible into the visible.” — Tony Robbins
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Make operation objectives
As a final step,
you must identify the specific activities that
need to be done to achieve the desired revenue.
How many calls do you need to make
to customers to get an appointment with them?
How many presentations do you need to reach your target revenue?
When you know the daily and monthly reports,
you will predict exactly
what you need to do each day,
each week to meet your monthly
and yearly income goals.
Let’s say you have to make 10 calls per day
to get enough sales.
Think of this as a pre-noon game,
a daily activity goal,
then strictly stick to the plan.
Use the phone from 8:30 a.m.
to 8:30 a.m. each morning,
or make an in-person appointment if needed.
In any case,
make it a habit to force yourself
to make 10 calls before noon.
Successful people ask better questions,
and as a result,
they get better answers. — Tony Robbins
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Take control of your own sales
The most important thing
when planning is being able to control sales activities.
You can’t decide or determine exactly
where the revenue will come from.
But you can control the inputs,
which are the activities you need
to take on in the first place to achieve your goal.
Thereby, you will directly control the sales results.
There will be days and weeks
with better results than others.
Sometimes you sell a lot
and sometimes you don’t sell anything.
Sometimes you will encounter periods of crisis,
business stagnates,
but there are periods
when you will sell 2, 3 times more than the plan outlined.
But the principle of averages is always accepted.
If you make the necessary calls,
you’ll still end up selling as planned.
“I discovered that wealth is a kind of perception
and that anyone can perceive it
by thinking like a rich person.”– Andrew Young
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The results may surprise you
Usually, if you set goals for the week,
month,
and year,
and systematically conduct your daily work,
you will reach your goals faster than you think.
Many of my students have set annual goals
and achieved them all within 6–7 months.
Some even hit their sales target
for the whole year in just three months.
When you set clear
and specific goals,
you will surely be surprised at the results.
Some of my students have been in sales for many years,
the merchandise they sell is very specialized
but they have never set a goal before.
The first year,
after they set the goal,
their sales skyrocketed,
surpassing their all-time high,
while they were still selling the same product,
still in the same office,
to the same audience item and that price.
Goal setting made all the difference.
“The only goals you don’t achieve in life are the goals you don’t set.” ― Matt Fox
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Impact on your subconscious
Goals are subconsciously programmed in the brain by memory.
Then, it will exert its own power.
The subconscious is active 24 hours a day
whether you are asleep or awake,
it will lead you quickly to achieve your goals.
When the goal has been programmed in the brain,
it will exert its power on its own.
Your subconscious will only show you the opportunities around.
It gives you the idea to present
what is needed sometimes
while you are talking to a client
and motivates you to take action to achieve your goals.
Sometimes,
the subconscious will help
you understand the customer’s facial expression,
tell you what to say.
Everyone has had a very smooth sales presentation,
without making any mistakes
or saying the wrong words
and closing the deal.
That’s because your brain is
so perfectly programmed right in your subconscious
that it allows you to do your best work
in pursuit of your goals.
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Summary
When you feel great about yourself,
your subconscious will tell you what to say and when.
It will make you sensitive to words and gestures,
showing you topics you never even thought of.
And from the customer’s point of view,
what you say turns out to be true.
You can mention the company’s reputable customer care
and after-sales service.
You will find later
that this is the primary concern of the customer,
what they want to hear
when considering the possibility of a purchase.
As mentioned above,
the average person only uses 10% of his potential.
By programming specific goals,
you will be closer to the 90% that is still hidden.
Program and use your subconscious mind every time you determine
how much money to earn and what to do to earn it.
Do what you can,
with what you have,
where you are. ― Theodore Roosevelt
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Set personal and family goals
You also need to set goals for yourself
and your family.
There are always reasons
why you have to get up in the morning
and work through the day,
facing all your worries
and difficulties.
The clearer your personal
and family goals are,
the more motivated you’ll be
and the quicker you’ll recover from setbacks.
Imagine you could double your income in the next 2-3 years.
So how will you change your life?
Make a list of what you would have
and would do if you made a lot more money than
you currently have.
The longer the list, the more motivated
and determined you will be.
“Everyone’s dream can come true
if you just stick to it and work hard.” — Serena Williams
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Let’s ignite the flame of desire for success
If you only have one or two reasons
to achieve your financial goals,
it’s easy to get discouraged
when faced with setbacks
If you have 10 or 15 reasons,
you will be more motivated
and determined.
But if you have 50 or 100 reasons
to increase your sales and income,
then you are really committed.
When it comes to intense focus on selling,
who do you think is more motivated?
Someone who has only 1
or 2 reasons to be successful,
or someone who has more than 50 reasons?
The more reasons you have,
the greater the desire to succeed,
like a boiling furnace
and you will do everything you can to achieve it.
The more reasons you have,
the more subconscious power
you will have to help you in every sales situation.
“You can do anything if you set goals.
You just have to push yourself.” — RJ Mitte
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Let’s set 100 goals
Here is the exercise for you.
Write down 100 goals you want to achieve in the coming years:
a list of everything you want to have in life
and everything you want to do.
Imagine all of that coming to you at the right time
and in the way you want it to be.
You just need to put on paper
to order with a huge warehouse full of wealth
and just take everything.
When you think of new things that you are craving,
write them down,
your goals will be more concise.
A friend of mine,
new to sales,
started with this exercise,
writing down over 350 goals for the coming years.
Whenever he read the newspaper
or watched television
and saw something he wanted,
he wrote it down in his notebook.
Every week he brings out his notebook to read,
review his existing goals
and write new ones.
Within a year,
he had gone from being a wet foot
to a career in a competitive market,
to becoming one of the most successful salespeople.
He even surpassed all sales records in that field
and was voted “sales superstar” by the press.
He confided that writing down his goals
and reviewing them for determination
and enthusiasm led him to success.
“Goals are like a map.
They help us determine where we want to end up,
and give us personal direction on which to focus our energy.” — Catherine Pulsifer
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The number one reason for success
In contact with over 500,000 salespeople
across the US and 25 other countries,
I’ve found that the decision
to stick to goals is the number one reason
for top salespeople’s success.
The highest earning sales professionals in every field live
and die with their goals.
They write down those goals over and over again every day
and add to the list regularly.
They put the subconscious
and superconscious to work.
They get into their gears with people
and situations that help them achieve their goals.
Clearly visualize the defined goal
When you define your goals,
you can develop your visualization skills
to get the most out of them.
Nothing has a stronger impact on your subconscious mind
than a clear picture of the person
you want to be in the future
and the goals you want to achieve.
Visualization is the most amazing human ability.
It is said that life develops thanks to those images.
Therefore, picture yourself as a calm,
confident and powerful person,
successful and influential,
full of energy in sales.
And picture yourself as someone
who excels at prospecting,
sales pitches, and order confirmations.
Before you go to the customer,
imagine that the customer will respond positively
and warmly to you.
Make it look like you’re seeing the customer’s smile,
seeing the enthusiastic conversation with them.
In particular,
think of a customer signing an order
or writing a check for you.
You will be surprised
when your visions become reality.
“Wish it. Plan it. Do it.” —Jaipal Singh
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Talk and look
Your subconscious is activated both visually and verbally.
Every time you say something very forceful to yourself,
your subconscious will take it as a command.
Then this command will be executed.
The most useful affirmation is
“I love me! I love you! I love you!”
As I mentioned,
every time you say “I love me!”
You have raised your self-esteem,
have improved your self-perception
and the effectiveness of your work,
especially sales.
When you repeat a command to your subconscious
with confidence and enthusiasm,
then you are actually activating all of your mental faculties.
You break all the limits of your own energy.
You will feel more positive and enthusiastic.
You are in complete control of your mind and emotions.
Say to yourself
“I feel happy. I feel healthy.
I feel great!”
Repeat this sentence several times a day,
you will feel happier and more confident.
And see yourself in terms of feeling.
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From the bottom to the top
At a recent conference,
a female sales manager told me the following story:
Her company hired a young
and inexperienced salesperson.
The company wasn’t sure if he could make it,
but they decided to give him a chance.
Within 6 months he became the top salesman in the country.
Why can you do this
when you have never worked in that field,
how can you sell better than professionals with decades of experience?
The secret is the words of determination
and visualizing the goal every day.
“Every morning, when I get in the car,
I say to myself,
‘I am the best!
I am the best!”
“Then I continued:
“I am the best salesman in the company.
I’m the best salesman in the industry.
I am the best salesman of all!”
“Before every sale,
I would sit in the car
and lift my spirits by saying emphatically,
“I am the best in the company.
I’m the best in the industry.
I’m the best in America!”
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Picture a clear picture in your head
This inspirational salesman explained that,
in positive dialogue with himself,
he creates a clear picture of himself in sales
and communicates with customers
as if he were the only one.
Top sales in the country.
He envisions the customer response
as positive and enthusiastic.
He relaxes,
smiles
and enjoys the feeling he gets with his clients
when he meets them in person.
When meeting customers,
he exudes confidence.
He was warm,
friendly,
confident,
polite and courteous.
He greets everyone, especially the customers.
And customers helped him set sales records.
For the best return on your money,
pour your purse into your head. — Benjamin Franklin
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Please choose words and images
And here is a rather interesting discovery.
Everyone knows how to imagine
and talk to themselves every day.
What is the difference
between a leader and a top seller?
The average salesperson is
the content of those conversations and pictures.
Top salespeople often think
and talk about their best selling experience.
As a result,
they imagine
they are about to repeat
those wonderful experiences in subsequent sales.
The average salesperson thinks only about the negative experiences
that have just happened:
about the time
and effort wasted with non-buying customers,
rude or indifferent customers,
and feelings of disappointment.
In both cases,
by both visualization and determination,
the salesperson is reinforcing the spirit
to repeat previous experiences.
A picture of a successful sales experience
will feed into your subconscious
and carry over into the next sale.
With that picture,
your subconscious will gather your thoughts,
feelings, and actions
so that they lead you to the success you were before.
Approach every situation
with an ‘in it to win it whatever it takes’ mindset. – Grant Cardone
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You have to control the subconscious yourself
Your subconscious has no form,
like clay.
You can shape it to whatever shape you want.
Your subconscious cannot think or decide for itself.
It merely obeys the commands in your head.
If you can control your subconscious mind,
that is,
your thoughts,
actions,
and words,
you will succeed.
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Columbus-style sales
There are many salespeople of what we call “Columbian sales”.
When Columbus made his way to India,
he didn’t really know where he was going.
When he arrived in America,
he didn’t know where he was.
And even when he was on his way back to Spain,
he didn’t know it.
Many salespeople are like that.
They start the morning
with a vague idea of their destination.
When they get to customers,
they say the first thoughts that come to mind.
And when they return to the office,
they cannot confirm where they are or what they do.
The journey of high honor lies not in smooth ways. ― Philip Sidney
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Outline the plan in advance
Top sellers are different.
They think ahead
and be transparent about client meetings.
They have in mind what they will say
when they meet customers.
The Mindset Method,
a tactic for peak performance,
is used by top athletes,
athletes-salesmen.
They are always mentally prepared for the next meeting.
If you’re an athlete about to enter a match,
you shouldn’t expect to step out onto the field
and play right away.
A professional athlete always warms up
before hitting the field.
In the same way,
professional salespeople will start
by practicing thinking first
to be most effective
when dealing with customers.
The world doesn’t pay you for what you know,
it pays you for what you do. — Jack Canfield
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Two ways of imagine
There are two ways to imagine
to train your mind to prepare for an upcoming sale.
The first is the direct way,
which is to visualize the customer
and sales situation through your own eyes.
You see customers smile
and respond positively to you.
You find that they agree with you
and enjoy your presentation
and the company.
This is very effective.
The second is the indirect way:
you will stand outside observing you
and the customer in a sales situation,
you as a third party observing from the outside.
Using both ways,
observing yourself inside and out,
you can greatly improve your presentation
and your performance.
To receive the title of “excellent salesman” you must identify the needs
and wants of the customer. —Zig Ziglar
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Consider yourself the best
Always envision yourself
as the best in that field.
Think of yourself as the company’s biggest earner.
Take the best-paid salespeople in the industry
as an example.
Act like you’re already a sales superstar.
When you see someone driving a brand new car
or wearing a designer suit
or an expensive watch,
tell yourself,
“Those are for me!”.
Decide that whatever other people have,
you can achieve.
There are no limits at all!
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PRACTICE
1. Think big!
Set your income goal for next year 25–50% higher than you already make.
2. Determine the sales you need next year to get your desired level of income.
3. Break down your sales and income goals by month,
week,
and day.
Identify the activities that you need to conduct each day
to earn the amount of money you want.
4. Plan each day in advance;
Determine the number of customers to call,
visit and the sales required daily.
5. Set personal and family goals that are big and exciting,
make a list of 50-100 things that you want to buy
and want to do with the money you are planning to earn.
6. Write a plan to achieve those goals,
and work every day according to the plan.
7. Determine the price you will have to pay,
in this case the effort
and sacrifice you need to make to achieve the goals you most desire,
and start paying the price.
Define your desires.
You will determine the
its main purposes,
goals,
intentions and intentions. – W. Clement stone
