Individual Sales Coaching is Your Express Ticket to the Top

How Fast Do You Want to Become a Top Producer?

Most sales professionals answer yesterday. Sales can be one of the most rewarding and fulfilling ways to earn a living allowing you the freedom to live the life you want to live. It can also be one of the most frustrating ways to try to earn a living there is. And that’s why the failure rate for businesses and sales professionals is so high.

It isn’t that top producers have skills and knowledge that average producers don’t. It’s just that top producers:

• consistently take specific actions each and every day
• consistently do the same things everyone else does just a little bit better
• recognize the importance of continually investing in themselves to make those incremental improvements

There are three key aspects to succeeding in sales:

• attracting a steady stream of highly qualified prospects entering your sales funnel
• proactively helping those prospects through your sales funnel exiting as clients
• developing a powerful referral system that produces more highly qualified prospects entering your sales funnel

You must become proficient in all three aspects to succeed. When you lack proficiency in any one of these areas you’re operating under a severe handicap.

If you don’t have anyone to sell to your sales will be really low. If the people you’re meeting with are suspects not qualified prospects your sales will be low. If you set appointments with anyone and everyone you’ll work very hard and make very few sales. There are three types of people in this world:

• suspects can only fulfill one or two of the three critical criteria: they have a need for what you have to offer, they can make a “yes” decision, and they have the money to do business with you
• prospects can fulfill all three criteria
• a highly qualified prospect can fulfill all three criteria plus they have are ready to buy now

when you fill your appointment book with highly qualified prospects your sales sky rocket.

A buyer will not buy until they are ready to buy. Most of the prospects you connect with will not be ready to buy now. However, you can filter the market at large for the ready buyers. Plus you can develop systems to nurture the people who aren’t ready to buy now until they are ready to buy.

There are four stages of buyer awareness. When you first contact a prospect:

• They may not even realize they need your solution or that a solution exists.
• They may be aware of a solution yet they don’t feel they have a need.
• They may be in the fact and information gathering stage preparing themselves to make an educated decision.
• You may contact them at the exact moment they’re eager to take action.

You can’t know where they are in the buying process when you make that first connection, yet you can know exactly how you’ll gently take them through the stages of their buying process. As you do this you:

• deepen and strengthen your connection.
• They begin to feel as though they know you.
• They come to trust you as you consistently add value to their lives.

And because they feel as though they know and trust you when they are ready to buy they’ll think of you first.

It’s at that point they finally enter your sales funnel. That is, if you’ve probably planned to market to the near sales retaining them in your marketing funnel. A prospect is far too valuable to waste because you’re too eager and drive them away.