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Be Successful NewsIssue No. 298 - June 28, 2010. The Complete Site Build It! Reference Center... What's In This Issue 1. Article – How to Sell Strategically 3. Article – Creating Assets: Spark Your Thinking 4. Article – 9 Steps to Unshakeable Confidence 6. Subscription Management/Publisher's Notices Sponsor Message "Make Your Knowledge Sell!" makes it possible for Y-O-U to develop and sell your infoproduct! You are shown clearly, and exactly, how to publish your infoproduct. Then you are shown how to build traffic that will buy from you on the Net. Absolutely everything you need from brainstorming to automating your order-processing. For more details, click here now: http://myks.sitesell.com/besuccessful.html Article – How to Sell Strategically By Alan Rigg, 80/20 Performance If you want to maximize your sales performance, take a STRATEGIC approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales? The starting point for strategic selling is figuring out a) which customers produce the bulk of your sales, and b) what they are buying. Armed with this information, you can strategically plan how to increase sales. Critical Data Elements If you want to sell strategically, you need to have access to specific data elements. Plus, you need to be willing to perform data analysis. Which data elements do you need? This list provides a reasonable starting point: |
Customer Name |
Revenue by Month by Customer  |
Gross Margin or Gross Profit by Month by Customer (this is only necessary if it impacts your performance measurements) |
Product or Service Name (for each product or service purchased by each customer) |
Product or Service Quantity (for each product or service purchased by each customer) |
Product or Service Unit Price (for each product or service purchased by each customer) |
Product or Service Extended Price (quantity x unit price) This data can be used to analyze the buying habits of your customers. Sort it in various ways to answer the following questions: |
Which customers buy the MOST from you? |
What is the TREND for each customer's purchases? Are they buying more or less when you compare the current month to preceding months? How about when you compare the current month to the same month in the previous year? |
Which products or services are they buying? |
Are the amounts purchased in line with your expectations and the commitments that have been made by your customers? |
Which products or services are they NOT buying? |
WHY aren't they buying these other products or services? Once you have completed the first stage of analysis, consider this next set of questions: |
How much time should you allocate to each customer in your territory? (Tip: You should spend 80 percent of your time with the customers that buy the most and/or offer the greatest potential for sales growth.) |
What is your plan for increasing sales to each of your customers? (This includes selling more of what they have already been buying, and selling other products or services that they haven't purchased from you previously.) |
Which new prospects should you pursue? (Tip: Which prospects can your existing customers REFER you to? Which prospects have the greatest potential to produce significant sales?) It may not be easy for companies to extract the data that is required to support strategic selling. However, arming salespeople with this data is the best investment a company can possibly make. Strategic selling enables salespeople to maximize their sales, which in turn maximizes the company's overall sales and profitability. How frequently should the data be made available to salespeople? If sales cycles are relatively short, it would be ideal for the data to be available on demand, with the minimum frequency being weekly. For longer sales cycles, providing the data on a monthly basis may be adequate. Strategic selling begins with data availability. If you are going to maximize sales, you need to be able to analyze your customers' buying patterns to determine how to prioritize your efforts. Which customers should you spend the bulk of your time with? How much time should you allocate to each customer? How will you increase sales to specific customers? Which new prospects should you pursue? Plan your work, work your plan, and compare your results frequently against your quota and personal goals. Sell strategically to maximize your sales, minimize unpleasant surprises, and maximize your earnings!
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What one great thing would you dare to dream if you knew you could not fail? http://kgs03.vision2act.hop.clickbank.net Article – Creating Assets: Spark Your Thinking With These 16 Comprehensive Questions By Catherine Franz Here are some questions to get your thoughts and cash flow moving that will also keep your product creating aligned and focused. Find your gold mine in your surroundings by looking at any promotional literature you have created, audio or video tapes you have produced, press releases or articles about or by you, your product catalog or list and even your business card. 1. What is the one single important subject from your experience or knowledge that you want to tell the world about? If you have a list or create a list, which one speaks to you the loudest? 2. What are you most frequently surprised about that people ask about in your subject area? Track all the questions people are asking -- they are telling you what they are willing to buy. It is usually something so common sense to you that it escapes your radar. Be observant for a month and you will be amazed on what pops up. 3. When you created your list or selected the single important subject, look to narrow down this topic into segments. Can these segments be a product or service on their own? Most of the time it can be. 4. How will you spread the word -- what will be your marketing tool for this subject/segment? Think how buyers want to hear about it (not what's in your comfort level -- that is if you want it to be easy as possible -- however it doesn't have to be). Can this become a profit center for you? If yes, how? What are your ideas and thoughts? 5. What is the top thing you want people to know about this subject/segment? Is it a new skill, perspective, attitude, expanding general knowledge, wisdom -- what? 6. Does the information need to be presented in logical order or randomly? 7. What do you want people to do or not to do, change or move during or afterwards with this? How will this benefit them? 8. Who besides this market can benefit from this? Are there any other specific markets that this would apply to? Manufacturers, suppliers, distributors, who? 9. Is there any specific words or language for this topic/subject/segment? If not specific, what words appear more frequently than others? Create a list of keywords that you might search on the Internet if you were looking for information on this. 10. Think back to a time when you first learned about this topic/subject/segment. Did you keep any notes or journal entries? Did you receive an aha moment when you learned a principle or key about this? Yes, then write about the story/aha moment. 11. Do some research on the Internet and Amazon. What other information is available on this? How old is this information? Create a file in your word processing software and call it "[your topic/subject] research." Do the research in small chunks or big ones. Don't read until you have collected 10-20 pages. Set a time limit on the research and/or number of pages of research notes. Don't forget to track the URL source. Keep cutting and pasting the information in as you progress. 12. What do people need to know about you? Why do you want to tell this or teach it? Do you have any credentials, if not, that's okay to, however, what is your experience on this topic? More times than not, life training is worth a lot more than credentials. 13. Do you have any other information that connects or compliments this topic/segment? Another article, booklet, audiotape -- anything -- go-ahead pull it out and gather it all together. 14. Have you heard any short anecdotes on this topic? If so, what were they, who was the source? Can you interview them to hear it again? Give them the credit; it makes you more attractive on the topic? 15. Does your information need visual assistance? Graphics, pictures, charts, models. Anything come to mind as a possibility? Draft out every idea so they can grow. Use the research you are doing to spark your creativity. If someone presents it in words, can you do it in a model or drawing? 16. Are there any ebooks on the topic? What about special reports? Paid or free? If purchased, does it compliment your topic or how can you create a different angle and use it to compliment? Can you create an affiliate with their product? Do you want to use it as a marketing lead-in or as a bonus? Boy, that was tough thinking about all this and answering these questions. Yes, I agree. Yet, as I know you well see while reading them, how important they are to your success. Now, the tough time comes, you need to sit down and answering them. Not just once, however, on a regular basis. Like minimum once a year. Take the time, it's the best time you will ever spend working "on" your business. Best wishes on your journey. If you need guidance, let me know.
------------------------------------------------------------ Sponsor Message Are you still setting your goals on paper?? Every Success Coach in the nation stresses the importance of clearly defined goals. Unfortunately, the method proposed is to write your goals on paper! GoalPro 6.0 is a software-based goal-setting and achievement system, designed to provide you with all necessary tools to define, maintain, track, and achieve your goals. Download your free trial version today! http://www.goalpro.com/entrance.cfm?ID=10283 Article – 9 Steps to Unshakeable Confidence By Dr Jill Ammon-Wexler, Advisor to key executives What is confidence? According to Webster's dictionary, it's “having no uncertainty about one's abilities.” Have you ever wondered why some people seem totally self-confident, while others are in almost total lack? Actually - no one is born confident. Confidence is built through life experience, and especially the feedback you receive as a youngster about your experiences. If you receive (and collect) a lifetime of negative beliefs about your own abilities, then you will have low self confidence. It’s true that some people are naturally extroverted -- naturally bold and outgoing. Others seem to be more naturally introverted, and tend to be more caution in life. But the fact is … extroverts are not always self-confident, and introverts do not necessarily lack confidence. Both extroverts and introverts can have unwavering certainty about their own abilities – the most basic sign of confidence. Nine Steps to Self-Confidence 1. Gain some new skills Building some new personal or career skills will always strengthen your confidence. What would you like to improve? If you would like to speak before others with more confidence, consider joining a Toast Master’s group. Take action and reach out to expand yourself. 2. Recognize your own successes Nothing builds confidence like success, but too many of us fail to appreciate and recognize our own successes. You know how you feel when someone else compliments you for something you’ve done well. Make it a point to personally recognize your own successes, no matter how small they may seem. 3. Believe in your potential You may not today be the person you wish to be – but believing in your potential will help you move in that direction. If you want to achieve something notable in your life, you absolutely must believe in your own potential. Just take it on faith at first, and seek out your personal purpose for living. 4. Learn from your setbacks Everyone experiences disappointments and set backs, and it’s just human to become discouraged at times. But you can use setbacks as positive experiences if you view them as learning experiences. Meet your challenges head on, and focus on your intended outcome - not on the obstacles. 5. Get some support Turn to experts in the areas where you want to build more confidence. You can find expertise in books, ezines, articles, courses, videos, seminars, or even lectures. If you’re really serious, get a professional coach to hold you accountable for taking the necessary actions to achieve your goals. 6. Show confidence in others Just as like attracts like, confidence also attracts confidence. The more confidence you show in others, the more confidence they will show in you. The more recognition you give others, the more confidence-building recognition you will receive. 7. Act as if Acting “as if” is one of the most powerful life-changing tools known to mankind. Since your unconscious mind cannot tell the difference between what is “real” and what is “acted” – the more confident you act, the more convinced your powerful subconscious mind will become that you ARE confident. See yourself living with courage and strong conviction. 8. Expect to be confident Expectation has often been called “faith in action.” Expect that you will act confident, and your mind will produce the actions you expect. Expect to be confident, and you will truly become confident. 9. Go On a "Mission" Whatever you believe to be true is the truth for you. If you do not believe in your own self and your abilities – that belief becomes your own internal truth. Remember Webster's definition of confidence: “having no uncertainty about one's abilities.” Uncertainty equals low self-confidence. It’s that simple. If you lack confidence, a good personal mission would be to discover your own unique personal strengths. We all have them, and YOU are no exception. The truth is, none of us ever reaches our maximum capacity. At its best, life is an on-going process of learning and expansion. A basic key to developing unshakable confidence is to know yourself – your TRUE self.
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