Memo
to Sales People
Greater
Success is Much Easier Than You Thought
It has been reported that sales people earn the highest
incomes among working people. It is
also reported that 80% of the commissions paid are earned by 20 of the workers.
This, of course, seems unfair. If two sales people working for the same firm and sell the
same product or service, spend the same amount of time working, why should one
earn four times the amount of the other?
There are countless valid reasons, of course.
But the most important will involve the two M’s - motivation and
method. Sales professionals must be
able to generate and maintain motivation. Without
it all the sales training courses in the world will not produce success.
With motivation enhanced, sales training takes on meaning and positive
results ensue. Motivation, to be effective, requires positive self-esteem and
self-confidence, which can be greatly enhanced through hypnosis.
As these basic qualities become developed, hypnosis focuses on method,
which involve learning to plan, set goals, and deal with mind-sets, objections,
and closes. Then preparation and acceptance of progress, achievement and
success may be targeted.
Goal-setting is in itself a much needed skill requiring
deep understanding of step-by-step advancement.
Few people know how to set goals; fewer people are aware of the various
types of goals and the interrelationship between them. 
A career in sales, to be
successful, requires drive, motivation and method, i.e. a self-starter attitude.
Hypnosis can prove highly effective in creating and maintaining the
mind-set necessary as well as honing the constellation of complex skills needed
for optimum sales success.
Accomplishment Goals
There are two major types of goals, accomplishment goals
and activity goals. Accomplishment
goals deal with where a sales person wants to go with a career.
Activity goals deal with how such a person gets there.
Without activity goals and an action plan, accomplishment goals are
usually worthless. They can be
nothing but dreams, totally without accountability.
Self-hypnosis, competently learned from a qualified
professional, is an ideal place to begin. Deep
relaxation, accompanied by exploration of the inner self, can help develop
understanding of personal capabilities and potential, which are necessary to the
establishment of realistic accomplishment goals.
Realistic evaluation of desires is important, for example a statement
like this: “ I want to have a
million dollars,” does not create an accomplishment goal.
On the other hand, a new sales person might decide, “ I want to earn
$100,000 this year.” This could be a realistic accomplishment goal.
Having looked within to determine an accomplishment goal,
which is within reason in view of the capabilities of the goal-setter and the
constraints of the circumstances, it becomes essential to determine the steps
and sequences necessary to achieve the objective. For a real estate sales person, as an example, it might be
helpful to work backwards. What
dollar amount of sales would be necessary to generate commissions received of
$100,000? Considering the average
price of homes sold, how many home sales must be closed to achieve the
objective? Again, dealing with
averages, how many homes must be shown to reach the necessary number of sales;
how many prospective buyers must be contacted to show the number of homes
required; how many telephone calls must be made to generate the necessary number
of prospects?
Now, the sales person has a roadmap showing the direction to the goal and what is necessary to achieve the objective.
Activity Goals
At this time, having done the roadmap, the sales person is
in a position to determine the activity goals.
Having established that a specific number of telephone calls per day must
be made, the motivation to accomplish that specific activity goal must be
generated. Hypnosis and
self-hypnosis may be selected as the appropriate means of stimulating that
motivation and creating the self-esteem and confidence necessary to move
forward. Conditioning against
discouragement likewise is advisable.
Activity goals, obviously, are the steps necessary to move
toward the accomplishment goal. In
the real estate example, a certain number of contacts per day are necessary to
produce one prospective buyer. In
listing properties, likewise the law of averages indicates that a specific
number of contacts are necessary to generate a listing.
Turndowns and rejections are frequent, which is why motivation and
self-confidence are essential elements to success.
Sales people that look at rejection as nothing more than a necessary step
toward the next acceptance will join the 20% group of higher earners.
Those who see the rejection as a defeat discouraging future effort will
be in the larger 80% group of poor to mediocre producers.
The importance of attitude is evident.
The occurrence of rejection is inevitable.
That is why true sales competency is the highest paid profession in the
world. It demands control of the
self by the self, which is a rare asset.
The hidden secret, however, is that all the essentials
necessary to sales success can be acquired.
Those who suffer from low self-esteem due to past failure or poor
performances can turn around, regain their sense of self-worth, and achieve the
success available to them. Those
who lack self-confidence, who find it difficult to dial the phone or knock on a
door, can bolster their confidence, achieve a memorable success and build on it.
Those who lack motivation and just can’t get moving, and those who keep
creating duties which justify the postponement of what they know they should be
doing, can change both habits and attitudes.
Hypnosis can deliver the specific kick on that portion of the anatomy
where it is most needed. In
addition, hypnosis allows even the most successful sales people to refine and
hone their skills.
And those who, after perhaps repeated exposure to sales training courses, never seem to put their training to use or follow the guidance provided by top sales pros, can come to life and demonstrate shinning examples of professional techniques. They simply must be prepared to learn before being subjected to the training experiences. Hypnosis can accomplish these goals.
Wellness Hypno-Therapeutics, Green Bay/Oconto, WI
Call Now for an appointment or more information (920) 227-8186