| "Sales is a numbers game" is something
| |
| | person who could sign a contract, issue a
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| most salespeople are taught from Day One
| |
| | purchase order, or cut a check? This
|
| on the job. That's very true. But - what
| |
| | number is crucial: This is the number of
|
| are the numbers everyone is talking
| |
| | genuine prospects you contacted.4. What
|
| about?In the Life Insurance Industry,
| |
| | percentage of those decision-maker
|
| most new agents are taught the "Standard
| |
| | contacts resulted in an appointment? This
|
| Sales Formula - 100/10/3". That is,
| |
| | number is important for two reasons: 1)
|
| contact 100 people, get 10 appointments,
| |
| | You need to know how many contacts it
|
| sell 3 policies. That sounds like a
| |
| | takes to secure an appointment, and 2)
|
| winning formula, doesn't it?In reality,
| |
| | You need to gauge, measure, and refine
|
| less than 1 percent of the 1 million+
| |
| | your High Probability Prospecting
|
| insurance agents in the USA can
| |
| | offers.5. What percentage of your
|
| consistently produce those results. Other
| |
| | appointments resulted in a sale?6. What
|
| industries have their own bogus
| |
| | is the average number of sales
|
| formulas.Bogus numbers lead to bogus
| |
| | appointments, per prospect, does it take
|
| sales goals: They inevitably result in
| |
| | for you to close a sale? Over the past 6
|
| disappointment and discouragement. On the
| |
| | months, exactly how many appointments did
|
| other hand, good numbers, based on
| |
| | you make, and keep?7. What is your
|
| 'real-world' sales activity in the field,
| |
| | closing average per prospect? What is
|
| can guide you through the sales process
| |
| | your closing average per appointment?Top
|
| and lead to increasingly encouraging
| |
| | Performers can answer ALL of the above
|
| results. Top producing salespeople
| |
| | questions, ACCURATELY, at any given
|
| *really* know their numbers.Most people,
| |
| | moment. Can you?If you don't monitor and
|
| therefore, don't choose the uncomfortable
| |
| | measure your sales activity, you're
|
| route. They don't change very much of
| |
| | typical of 98% of the thousands of
|
| what they're doing, with the exception of
| |
| | salespeople we've dealt with over the
|
| performing a few sales techniques
| |
| | years. Most of those salespeople struggle
|
| somewhat better. Yet, they expect their
| |
| | with their jobs every day. Without
|
| results to change dramatically. That's
| |
| | knowing exactly what you are doing, and
|
| not how the world works!In High
| |
| | how much you are doing it, the
|
| Probability Selling, we track all sales
| |
| | probability of improving your sales
|
| activity, at every step of the sales
| |
| | performance is extremely low.Yes, sales
|
| process, from initial contact through to
| |
| | IS a numbers game. Keep statistics on
|
| the signing of the contract. By
| |
| | EVERYTHING that you do- it's easy, once
|
| monitoring and measuring the results of
| |
| | you get into the habit. Now is the best
|
| each discrete step of the selling
| |
| | time to start keeping sales performance
|
| process, you can constantly refine your
| |
| | records.Your statistics will enable you
|
| selling skills. The result is steady,
| |
| | to understand, tweak, and improve your
|
| gradual improvement, until you are
| |
| | selling skills. The result? A dramatic
|
| producing optimal results and have become
| |
| | improvement in your sales
|
| a Top Performer.Top Performers know the
| |
| | success.©Jacques Werth, High
|
| answers to every one of the questions
| |
| | Probability(R) Selling - All rights
|
| below. In the last 6 months:1. What is
| |
| | reserved.Jacques Werth, author of "High
|
| the average number of prospects that you
| |
| | Probability Selling," is an
|
| attempted to call (dials per week?)2.
| |
| | internationally respected Sales Trainer
|
| What percentage of those dials resulted
| |
| | and Sales Consultant. HPS graduates are
|
| in contact with a decision maker (not
| |
| | excelling as Top Producers in over 70
|
| voice mail or a gatekeeper)?3. Out of all
| |
| | industries. Visit to read more articles,
|
| the dialing you did in #1, what
| |
| | preview the book, and learn more about
|
| percentage resulted in talking to the
| |
| | High Probability Selling.
|
