Your KEY to Success

Developing

Sales Personality A-STAR week 4

Become EXCELLENT in closing sales… • In sales, personality is more important than your product knowledge & sales skills.

• Have both, and you’ll definitely excel in sales. • Your personality determines 80% of your sales success. Thus, there are sales people who can still achieve high sales volumes even in highly competitive, expensive product in a depressed market !

Be MENTALLY FIT… Physical = proper diet + exercise Fitness

Mental = proper mental diet + regular practice Fitness Mental Fitness gives you  happiness, which result in  self-confidence & self esteem, which result in  higher sales, which eventually gives you MORE HAPPINESS

“the more you like yourself, the more you like others. And the more, others will like you !”

Your JOB… • Self-employed (every morning : unemployed until sale) • Your own boss (take full responsibility activities & results) • Your job is to sell the highest quality & quantity of your services. • Say ‘my company’, ‘my people’, ‘my contact’…as if you own the company.

“the BIGGEST MISTAKE is to ever think that you work for anyone but yourself !”

You are your OWN BOSS As president of your own personal services corporation, you are 100% in charge of everything that happens to you business.

• • • • •

training & development. continually upgrading skills. sales & marketing. production & quality control. personal organization & efficiency.

You are a WINNER Winners are solution oriented. • continue trying new things. • never consider the possibility of failure. • accept responsibility for results of your action.

You are a WINNER Winners are prepared to • Work hard 85% of millionaires attributed their success to “hard, hard work” • Don’t waste time. • Above average ambition & desire. • Burning commitment & intense hunger for success. • Belief in thyself & thy company & products.

“get rich slowly but surely” … have patience, belief & foresight

Your KEY to Success Love your products & be excited of what it can do to improve life of customers. 1.

Admire successful people - speak positively of them - try emulate them - program your subconscious mind to do & say what they do & say

2.

Confidently ignore customer skepticism, repeatedly until their resistance breakdown.

Your KEY to Success 3.

Change your thinking, change your life - your outer world is a reflection of your inner self

4.

Feed your mind with Mental Protein - each morning, get up 2 hours earlier - instead of reading newspaper or listen to radio, invest 30 – 60 minutes of reading something on sales. That’s about 1 sales book per week, or 50 books per year - will definitely enable you to move faster.

Your KEY to Success 5.

Audio learning - listen to audio (sales) programs when driving. - turn your car into mobile classrooms. - it is a condensed knowledge, it creates the right mental preparation when you meet your prospect.

6.

Focus on improvement - successful / fail sales – ask yourself what did I do right / wrong & what would I do differently.

Your KEY to Success 7.

The right people - choose your friends & associates - get away from negative people (complain & criticize)

“you cannot fly with the eagles if you continue to scratch with the turkeys” - Zig Ziglar

Your KEY to Success 8. Manage your TIME - think of your income in terms of “hourly rate” hourly rate = annual income goal 2000 hours - the Law of Three 3 activities that pay 90% of your income = prospecting + presenting + closing

“If you will be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be hard on you” Zig Ziglar

Time Management • Simplest way, double your income by doubling your prospecting, presenting & closing activities. • Plan the weeks each weekend, plan each day the night (day) before. • Eliminate time wasters.

Time Management • Eliminate time wasters : No. 1 Procrastination “do it now, do it now” – trigger, motivates. No 2 Don’t associate with people “who have time” to waste with you

No 3 Poor preparation (Incomplete Sales) require callbacks (missing forms, materials)

Time Management • Eliminate time wasters : No. 4 Inaccuracies Incomplete information to make intelligent presentation – wrong facts, figures (valuation) No 5 Lack product knowledge Ignorance of products & services, which can be easily overcome No 6 Unconfirmed appointments

Time Management • Eliminate time wasters : No 7 Overworked & Overtired - in bed before 10pm & get 8 hours sleep (at least 5 days/week) - eat right food – more fruits & vege, high protein breakfast & plenty water

No 8 Lack of ambition, no future - impossible to motivate

Action PLAN 100-call method • Make 100 face-to-face calls in the shortest period of time possible. • Often cold-calling • Focus on “telling them”, sharing about your product or services (not selling, yet)

Action PLAN 100-call method Results to expect : 1.You’ll learn more about how to sell your product & services in that first 100 calls. 2. As you are not making any effort to sell, you will start to make sales almost without effort, confidence increase, more calm, more comfortable.

Resolve today that “I am amongst the top 20% professional unit trust consultant in Public Mutual Bhd. I achieve this by starting my business earlier, work harder & longer…”

Break time