HOW TO HIT TARGET

You will always have targets, from minute one. Getting your mindset right is the first step to hitting them

HOW TO HIT TARGETS

All things being equal, the sales person who talks to the most customers will always get the

most sales

HOW TO HIT TARGETS

Look after the pennies and the pounds will take care of themselves

Breaking a daunting target down into manageable daily chunks helps both the targets seem much more achievable and also ensures you remain focused on the smaller opportunities that come up as you have a heightened awareness of how they all help build toward the bigger goal.

HOW TO HIT TARGETS

If you can’t explain it simply, then you don’t understand it well enough

It’s perfectly possible to hit several related targets from one customer but without a smooth process you may bring one up as an afterthought and interrupt the flow of the conversation, which in turn affects your success rate.

A process should not be confused with “patter”. While patter is a prepared speech, a process will ensure you know exactly where you are in any conversation.

Knowing where you are in the conversation means never forgetting to discuss an option that could lead to potentially more sales, increased profit or cover important terms and conditions that may be important to closing the sale.

Spend some time before hand thinking about where each topic/target belongs in a typical conversation with a customer.

The customers confidence in you will increase as a reflection of your assuredness.

HOW TO HIT TARGETS

If a customer leaves without buying, the chances are you have lost the sale

Despite what they may tell you, if a customer leaves without buying they almost certainly won’t return.

One of your competitors, whether it be another company or even your own company website has the greater chance of securing the sale.

Whenever, despite your best efforts, the customer can’t or isn’t willing to complete the sale there and then, wherever possible get the customer to commit to the purchase by completing some of the relevant paperwork or leaving some type of a deposit.

HOW TO HIT TARGETS

Turn one customer into two or even three

You can’t guarantee more new customers but you can gain more sales from your existing customers

The likelihood is that the majority of your conversations are with existing customers.

Rather than treating this as a done deal, think about where the opportunities lie.

Two sales from one customer will double your profit and maximise your time

HOW TO HIT TARGETS

Some profit is better than no profit

All promotions and offers come at a cost and cut into the profit of a product but without them the product may not

sell at all.

By understanding the profit margins and the tools available to you, you have

another card to play in your negotiations with customers

Discounts and free additional products should not be offered unless necessary and should only be done so to gain a

commitment from a customer i.e. “would you buy today if I can give you

x,y,z was included in the price” .

HOW TO HIT TARGETS

People want holes, not drills

Understanding the difference between the features of a products and the

benefits is key to selling.

Take the example of the iPod launch. Nowhere did it mention the memory capacity in GB, it sold the device at a

human and an emotional level. It instantly connected at a level everyone

could grasp no matter what their technology knowledge levels are.

Every customer is an individual and good questioning will be key to understanding their desires but if you can match there wants to the feature then you greatly

enhance your chance of a sale.