1. Review Goals
Break down your sales goals to the smallest detail or level:
a. How many leads per day do I need?
b. What does my closing rate need to be?
c. If you are behind, what can I do to catch up?
d. The year is far from over; don’t give up!
e. Break it down to the simplest degree – how many leads, $ per lead, $ per close, $ per sale.
2. Adjust Strategy
a. People are still spending money.
b. Housing trends are on an upswing right now.
c. Practice your closing techniques and build compelling reasons to buy now.
d. Communicate your value.
e. Train and Re-Train w/ Success Academy.
3. Call Past Customers
a. Call back all customers not serviced in over 1 year. Then go 2, 3, 4 & 5
b. Review Service and Tune-up invoices daily for opportunity. Look back at least 6 months.
4. Refresh
a. Continue to learn w/ Continuing Education w/ Success Academy
b. Spend time weekly in self-improvement tapes, books, and web sites.
c. Role Play at least 1 time per week.
d. Develop a full training schedule (Process & Immersion)
5. Review
a. Look at every lost sale for the last six months. Find the top 3 reasons or explanations given, re-call customers again to confirm.
b. Create 3 NEW responses to each of the reasons. Work to prevent repeats.
6. Re-focus
a. Increase your confidence with practice.
b. Improve listening skills.
c. Focus on customer benefits.
d. Be very responsive
7. Re-motivate
a. Recall the reasons you pursued this career choice.
b. Concentrate on staying positive.
c. See things how they are, not worse than they are.
d. You are accountable for you; get busy promoting and selling you!
e. Set your reward system in place, only your personal reasons for accomplishing anything will drive you to achieve and blast through your sales goals.
8. Reward Yourself
a. We must celebrate our wins!
b. Determine what it is that you will do to reward yourself once you achieve a desired outcome.
9. Re-energize Yourself
a. Physical exercise.
b. Mental and emotional development/ exercise.
c. Change your routine.
10. Tell your Story
a. Your company’s reputation wasn’t achieved by accident or overnight. —Tell your Story.
b. You offer the best service and support—Tell your Story.
c. What values or services do you have? —Tell your Story.
d. Do what you Say and others will Tell your Story.