FINAL THOUGHT AND REVIEW

     The most important thing that you can remember is that marketing and success is simply a matter of arithmetic. Selling is arithmetic. The key for you in this industry is the number of individuals you are prospecting with everyday. That is your key. It s a mathematical equation that works with scientific precision. If you focus on giving new presentations and contacting new people via your advertising and you are presenting your products and services to a specific number of people, you will know how much money you will be making based on your conversion percentage. You decide how much you want to make by the number of presentations you make.

     Let's say you make ten presentations of the your product/service in a given week. It would be reasonable to assume two to three will sign up. Then you present your product/service to eight more people the following week and two sign up. Then the following week you present to twelve and four sign up. The fourth week two sign up. You can now total the number of presentations measured against the number of sales to get your closing rate. That is how you determine how much income you make.

     At the same time, don't get caught up in the one big sale that might go down. Remember, you are playing the numbers game. If you talk to ten people and three become your clients, you have a thirty percent closing average. A thirty percent average is excellent. True, you will fail to close the majority of the presentations you make, but over all you are a tremendous success with a thirty percent batting average. Don't get caught up in depression if your first twenty presentations don't sell. Make a commitment to do one hundred presentations before you decide whether or not this will work for you. The percentage play is that when all one hundred presentations have been made, you will be a success, which will typically be fifteen to thirty percent. Where you lie in that spread will be determined by how well you instill these principles that we have taught you into your daily life. You will do ten percent for just showing up. But that makes you an order taker not a sales professional. Now is the time for you to take the action.

RECOMMENDED READING

PERSONAL GROWTH
Creating A Lifestyle You Can Live With
by Ron Frank
Whitaker House

How To Win Friends And Influence People
by Dale Carnegie
Pocket Books

Time Management For Dummies
by Jeffrey J. Mayer
Worldwide Press

Seeds Of Greatness
by Denis Waitly
Pocket Books

SALES TRAINING

How To Master The Art Of Selling
by Tom Hopkins
Warner Books

How To Close Every Sale
by Joe Girard
Warner Books

Spin Selling
by Neil Rakham
McGraw Hill

Ziglar On Selling
by Zig Ziglar
Ballentine Books

WORKSHEET #1 ESTABLISHING NEW HABIT PATTERNS

I,___________________, commit to changing my life by changing my habit patterns.

List three new habit patterns you want to adopt in the next 30 days:

1.

2.

3.

Everyday read them aloud beginning with, "I will..."
The results, 30 days later:

1.

2.

3.

4.

5.

6.

WORKSHEET #2: YOUR POSITIVE AFFIRMATION

These are my positive affirmations:
My burning desire is __________
My goal is to __________
By this date __________
My vision for the future is to __________
By this date __________
I truly believe I will __________
By this date: __________
With total persistence affirmed by __________

Write out your own personal positive affirmation and repeat it aloud twice daily.
< YOUR NAME >

Sales Guide Main Page
Sales Training and Tips - 1
Sales Training and Tips - 2
Sales Training and Tips - 3
Sales Training and Tips - 4
Sales Training and Tips - 5