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Planning for successWeekly structures: you control your time
Module 5
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M205
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Manage your time
• Allocate enough time throughout your day to do all the tasks that you’re required to do.
• Don’t let others dictate your time!“I will be available Tuesday or Thursday.
Which would be more convenient for you?”
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Reduce mental management and mind chatter• By using schedules you know that you’re
on top of things, reducing your uncertainty and mind chatter.
• Get completion so that you can then focus on the next call immediately.
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Clearly understand your targets
• Sales is a fine balance between aiming for targets and understanding what is best for your client.
• Make sure that if you give yourself an activity or goal you know precisely what that activity or goal entails.
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Know your numbers
• Start with your annual target: what is your total turnover you’re shooting for this year?
• Then work backwards: know exactly how you’re going to get there. This will keep you on track every day.
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Difference between result & activity targets• Results calculator:
no. of sales x price = turnover x commission% = your revenue.
• Activity calculator: no. of leads x appointment setting% = no. of sales appointments x sales appointment% = no. of sales.
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Types of conversion rates
• Leads – phone appointments• Phone appointments : sales appointment• Sales appointments : sales• Overall conversion rate (leads : sales)Breaking it down means you can notice
where you go wrong.
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Set meaningful targets
• Breaking down your targets provides more meaning to your every-day activities.
• Don’t become disconnected from the target.
• Make sure that you keep on track and know each stage required to reach your target.
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Know your sales process
• Having clarity of your sales process is crucial in being able to lead your clients to the next stage.
• Break down every sale into stages.
Do not let yourself be led by your clients.
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Clients are looking for leadership
Whoever has more knowledge in a particular area is more empowered than those with less knowledge. Dr Demartini. •Know your product/service inside and out so that you client doesn’t lead you; you lead your client.
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Communicate the various stages
• Tell the client what stage you’re on and what the next stage might be.
• If you don’t tell people where you’re leading them, their internal mind chatter will increase with suspicion, diverting their attention.
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Ripple review
• Manage your time and reduce mental mind chatter
• Understand your targets and know your numbers
• Results versus activity targets• Types of conversion rates• Set meaningful targets and know your sales
process• Clients seek leadership so, communicate stages
