Secrets of Success: Profile of a Sales Star. Using TimeBlocks can explode your profits
| Category: Sales Tips | Date: 2001-03-12 |
SECRETS OF SUCCESS
This is a story I love to share, because it illustrates that using the basic fundamentals can really work.
Which fundamentals?
* Positive attitude
* Perseverance
* Goal-setting
* Relationship-building
* Enthusiasm
* Tenacity
* Consistency
These are the basic building blocks for success in sales and particularly in selling consumable products on the telephone.
PROFILE OF A SALES STAR
In October of 1997 Linda Benson was hired by Doering & Brown in London, Ontario for the purpose of starting a new supply department. We spoke on the telephone for the first time after she bought my book "Secrets of Successful Supply Sales."
Linda’s responsibility was to call existing customers and sell them supplies they were not buying. Mostly, these supplies consisted of remanufactured cartridges.
Linda started, literally, at zero.
Consistency in monthly supply sales is very important.
Lindas sales have climbed steadily since November 97.
Her number are impressive:
** November of 97 - zero
** May 1998 - $15,000
** November 1998 - $39,000
** January 1999 - $44,000
** March 1999 - $51,000
By May of ’99 Linda’s monthly sales were averaging $60,000! These numbers are really amazing because she sells ONLY to end users and the majority of Linda’s orders are under $300!
How did she do it?
LINDA’s STORY
In her own words. . .
"If I had to put it into just a few words: positive attitude, relationship-building, perseverance and goal-setting have a lot to do with my success. Equally high on the list are enthusiasm, tenacity and consistency in applying the basic fundamentals.
"Being very goal-oriented, I set specific goals for myself when hired by Doering & Brown and I have stayed focused on these goals. I do work in time blocks as recommend by Ann Barr and find this not only makes me more efficient, but also results in increased sales.
"I try to remember to ask for the sale every time I speak to a customer. Like everyone else, I slip up from time to time, so I have the words ASK FOR THE SALE and INCREASE THE ORDER taped to my computer monitor.
"I try to maintain a positive attitude, no matter what, because I know my voice over the phone reflects what I’m feeling inside."
Linda Benson
Consumable Products Manager
Doering & Brown Corporation
London, Ontario
About the Author
Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
This is a story I love to share, because it illustrates that using the basic fundamentals can really work.
Which fundamentals?
* Positive attitude
* Perseverance
* Goal-setting
* Relationship-building
* Enthusiasm
* Tenacity
* Consistency
These are the basic building blocks for success in sales and particularly in selling consumable products on the telephone.
PROFILE OF A SALES STAR
In October of 1997 Linda Benson was hired by Doering & Brown in London, Ontario for the purpose of starting a new supply department. We spoke on the telephone for the first time after she bought my book "Secrets of Successful Supply Sales."
Linda’s responsibility was to call existing customers and sell them supplies they were not buying. Mostly, these supplies consisted of remanufactured cartridges.
Linda started, literally, at zero.
Consistency in monthly supply sales is very important.
Lindas sales have climbed steadily since November 97.
Her number are impressive:
** November of 97 - zero
** May 1998 - $15,000
** November 1998 - $39,000
** January 1999 - $44,000
** March 1999 - $51,000
By May of ’99 Linda’s monthly sales were averaging $60,000! These numbers are really amazing because she sells ONLY to end users and the majority of Linda’s orders are under $300!
How did she do it?
LINDA’s STORY
In her own words. . .
"If I had to put it into just a few words: positive attitude, relationship-building, perseverance and goal-setting have a lot to do with my success. Equally high on the list are enthusiasm, tenacity and consistency in applying the basic fundamentals.
"Being very goal-oriented, I set specific goals for myself when hired by Doering & Brown and I have stayed focused on these goals. I do work in time blocks as recommend by Ann Barr and find this not only makes me more efficient, but also results in increased sales.
"I try to remember to ask for the sale every time I speak to a customer. Like everyone else, I slip up from time to time, so I have the words ASK FOR THE SALE and INCREASE THE ORDER taped to my computer monitor.
"I try to maintain a positive attitude, no matter what, because I know my voice over the phone reflects what I’m feeling inside."
Linda Benson
Consumable Products Manager
Doering & Brown Corporation
London, Ontario
About the Author
Reprinted with permission
(Copyright, 2000, Ann Barrs Selling Supplies.com) Reprint permission granted in part or whole when the following credit appears "Reprinted with permission from Ann Barrs Selling Supplies.com Weekly E-Mail Sales Tips. To subscribe free, E-mail to: annbarr@sellingsupplies.com with "subscribe" in the subject line."
annbarr@sellingsupplies.com
www.sellingsupplies.com
Copyright © 2005-2006 Powered by Custom PHP Programming