What causes sales?

What causes sales?

When I pay attention to the kind of activity that really gets results, I am certain the key metric to focus on is “meaningful conversations”. The TrainerTainment sales definition of a meaningful conversation is: An encounter with a guest or potential buyer that results in a solid “next step”.

Next steps are:

  1. A booking
  2. A follow-up appointment with a date and time
  3. New information that helps the sales representative understand who the decision maker is
  4. A tour or center visit is scheduled
  5. The buyer is clear that you should never call them again (my next step here is to either find someone else to talk with or simply mark them off my list)

So, if meaningful conversations cause sales, then I am going to be obsessive about reaching my meaningful conversations goal each day. It’s so important that I don’t want to look at it on a weekly basis. I must focus daily and I’m sure that I’m not that different than most salespeople. My ultimate goal in sales is to create new business. New business comes from knowing what the next step is with each encounter.

When it comes to group sales, I know you are fielding a number of inbound calls on a daily basis. Here’s the measurement tool that can keep you get on track to book between 15-25 group events per week. When you are relentless about making sure you create those next-step-conversations with at least three people per day, you can be in the good category (this might help you get by, but you’ll never thrive). At six per day, you definitely move into the “better” category. When you consistently reach the ten meaningful conversations per day, you will begin to see the 15-25 bookings per week that you are looking for.

I’d love to have your email at the end of each day with a subject line that says either:

  • Good (3-5) meaningful conversations today
  • Better (6-9)
  • Best (10)
  • EXCELLENT

Every day you are above ten meaningful conversations, you can move into the superstar category! Of course, I would also love to know the dollar amount of business you close each day as well.

It’s those tiny little habitual habits that make the biggest difference. Decide what category you want to be in each day… do whatever it takes to make sure you get what you want out of the day. Make one more call. I can’t wait to see what we do this year. I’m serious about sending me a daily email with the subject line of Good, Better, Best, EXCELLENT!

Reprinted from Pin Point© a newsletter published by Sparez Davie

Commitment, Priority, and Accountability: The BIG 3

Commitment, Priority, and Accountability: The BIG 3

Lately, I’ve been thinking a lot about these three big concepts. It’s logical to understand that nothing much gets done if there is no commitment to doing it. So, in my mind commitment comes first. However, I bet you’ve committed to do something you didn’t do. I know I have. That’s where prioritizing the commitment comes into play. Honestly, I thought that was it. I know now that public accountability plays a big role in accomplishing the most challenging things. Let me give you some examples of what I mean. When I make a commitment to meet with someone on the phone, at their office, for lunch…I prioritize that commitment by putting it on the calendar. It’s very rare that I would not honor that kind of agreement. In my mind, that strategy would work for anything. I decide what it is I want to do (commitment), put it on the calendar (priority), and then it is so. However, the reality contradicts that theory in a big way. In my lifetime, I have made a lot of commitments and scheduled many appointments with myself to do things like go to the gym, write the book, eat seven fruits and vegetables daily, make ten sales calls, send one thank you card three times per week, call a friend, connect with a family member who’s out of town, and so on, and haven’t actually followed through at all. Those commitments and the priority of the obligations I made to myself aren’t always honored at the same level as those prioritized commitments I make to others. By now you are probably thinking of a therapist you want to recommend. Hang tight, though. I’m getting to the point. I’m pretty sure I’m pretty human. In the last 258 days, I’ve learned a giant lesson regarding accountability. What I’ve found is that when you sprinkle a little “accountability to others” in with prioritized commitments, you wind up with a recipe for real success. This is fact. Over the last 258 days, I’ve adopted a “whatever it takes” attitude to make sure I get 10,000 steps per day in the first 100 days and 12,000 in the last 158 days. My experience is that if this had been a commitment to me only, then I could not have written the previous sentence. Honestly, I do not know what compelled me to post my daily step goal on Facebook. I do know that the results indicate that about walking, accountability to others motivated me more than the hundreds of times I committed to me only. For me, putting something out there as a public commitment made a huge difference in my ability to perform. I’ve discovered that daily exercise is no easy thing. What is easier is honoring my word to others. Maybe I do need a little therapy about honoring my word to myself! Humans are wonderful justifiers, especially if the justification is just in our head. So, in conclusion, if you know there is something that could make a big difference in your life, and you keep NOT doing it…I encourage you to make the commitment publicly, prioritize the commitment, and then be accountable to communicate your progress to someone else.

Pin It on Pinterest