Every year people eagerly set New Years resolutions in anticipation of a better year… a new start.  You should be way ahead of the game in comparison to your competitors because you spent the last month breaking some skull sweat to develop your very own “Strategic Sales Master Plan“.  You now know exactly what you are going to do to increase your sales.

One of the hardest concepts for new business owners to grasp is the fact they really aren’t in the business they think they are in.  First, you are in the business of effectively communicating the business you are in (marketing).  Second, you are in the business of helping ideal potential clients buy what you sell (selling).  Then and only then, are you in the business of delivering what you sold (doing what you get paid to do).

Doing all that is no small undertaking as you well know.

Recommended Reading

The “Strategic Sales Master Plan” helped you become much more effective when it comes to communicating the business you are in.  Because you are so much better at telling people what you do and why they should care, you naturally get more selling encounters.

By selling encounters I mean REAL sales appointments.  Real sales appointments are scheduled appointments with people who are genuinely interested in how you might help them, and how you might do business together.  How you handle those encounters determines if you get money in the bank or simply make a new friend.

You know what’s wrong with most books?  Most books allow you to read the book as a spectator.  That means you read the book, you might think something is a good idea, but once you finish the book you set it down and forget about the book and those good ideas.  Nothing much happens with those good ideas or as a result of reading that book.

That’s where the two books I’m going to recommend you read are different.  These books actually require you to take action as you read that book.  That means rather than reading the book as a spectator you have to engage in the learning process.  When you engage in the learning process you actually learn something, and you actually implement those ideas immediately so… you actually get results.

The first book I’d like to recommend is: The SPIN Selling Fieldbook  This was the book that peeled the scales off my eyes and helped me really understand what selling was about.  I’ve built off this model and taken it a step further by including the science from another scientist who uncovered the concept of conditioned reflex.  However, this book will help you have real sales conversations like a professional.

As I mentioned earlier there’s a lot to operating your own business.  You don’t have time to waste.  You need to squeeze the most value from your time so you have time to enjoy the fruits of your labor.

There are two aspects to the way you use your time.  First, there’s efficiency.  Efficiency is about getting the most things done with the least effort.  Second, there’s effectiveness.  Effectiveness is about getting the right things done.  What you really need is to get the right things done in the most efficient way possible.

When I wrote The Race To Success  I wrote it with you in mind.  This isn’t just some general time management book.  In fact, it isn’t at time management book at all it’s a time mastery book.  It will help you master your time so you are working in the most efficient and effective way you can.

In combination these three tools will help you keep your new resolution to increase sales by helping you take the right actions.

Coach Cheryl

This entry was posted on Wednesday, January 6th, 2010 at 6:00 am and is filed under Sales Tools. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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