You Rock At Sales

Nov 07

[video]

Dec 22

A Recipe for Setting (and Achieving) Goals

Like any good recipe, there are specific ingredients required in setting goals to ensure a great result.  There are four key goal ingredients: 

1. THE WHAT
Knowing what you want to do, accomplish or have

2. THE WHERE
The specific measurable outcome

3. THE WHEN
The time factor

4. THE NOW
Acting as if it is happening now

Let’s say your goal is to increase your Internet sales in 2011.
If you walk around saying:  “I want to increase my Internet sales”  that’s just a wish, it’s not a goal. That statement doesn’t contain the four key goal ingredients and you’re less likely to actually achieve the goal.  Increase your odds of success by using all four key ingredients.

Try something like this instead:

Improved Goal Statement:
“I increase my web sales in 2011 by having at least one meeting per week with a client or prospect to specifically discuss internet marketing beginning January 10, 2011.”

The statement above contains the four key ingredients…

THE WHAT: 
Increase your Internet sales by increasing your meetings about the Internet
What you want to accomplish

THE WHERE: 
“…at least one meeting per week…”
A specific measurable outcome

THE WHEN: 
“…beginning January 10, 2011.”
A definitive time factor

THE NOW:
“I increase…”
Stated as if it is already happening (not “I want to increase…”)

• What would happen if each of you identified and refined 3-5 goal statements just like this for 2011? 
• How much more likely would you be to achieve those goals (and your budget!) in 2011?

Let your brain percolate over the holidays on how to specifically apply this method to achieving your own goals in the new year.

Adapted from the Sharpenz newsletter (12/22/2010)
Subscribe for free at www.sharpenz.com

Nov 12

[video]

Sep 23

Jul 15

Do Your Questions Rock?

If you ask clients dumb questions, they’ll think you’re dumb.
If you ask clients great questions, they’ll think you ROCK.

What are dumb questions?

• So, what does your comany do?
  It’s called Google, dude — use it!
• Who is your current supplier?
  None of your beeswax, buddy!
• Can I send you a quote/bid?
  You just made it all about price and told them your company just like all the others.

What are Rockin’ questions?

• How would you improve…?
• What have you found…?
• Where do you see…?
• When you think of…?
• Can you see any reason not to…?

Dumb questions ask about things you should already know — things you could have easily learned about on your own during your prospect qualification process.

Rockin’ questions makes the client consider new information and answer in terms that provide you will deeper information about the client’s current situation.

You should have a list of 10-20 questions that ROCK in your notebook, legal pad, Blackberry, iPhone, etc. at all times, somewhere that’s easy to access when you need them.  Once you use them a few times, they’ll become a natural part of your conversation.

…And that’s when You’ll ROCK At Sales!

Want a list of Rockin’ Smart Questions?
Visit www.BuyGitomer.com (register if you’re a first time user) and enter the words SMART QUESTIONS in the GitBit box!

“It is not the responsibility of the salesperson to CLOSE the sale — it is to EARN the sale” — Jeffrey Gitomer
www.BuyGitomer.com