TIPS


READER TIP Goal Breaks – Not Brakes


To set goals you can meet, break down your huge aspi- rations into smaller ones. For instance, instead of say- ing, “I want to be thin,” break down how much weight it would be necessary to lose to be considered thin – and then break down that weight into daily increments. Breaking down goals truly is critical. For example,


let’s assume you want to earn $100,000 this year in production. If the goal is too big, it doesn’t seem attainable; but, if I asked you to try to earn $208, how does that sound? Here’s what I do. On a piece of paper I draw three columns: Date, Forecast, and Actual. $100,000 can be broken into monthly production. Monthly can be bro- ken into daily (20 business days). Daily can be broken into what you need by lunch and what is needed by the time you go home – or else, don’t go home. Therefore, $100,000 becomes $8,333 a month or $416 a day – or $208 by lunch and $208 before you go home. You see how easy it is to earn $100,000? In the columns above, here is what to do, assum- ing the above goal. Date: Today. Forecast: $416. Actual: Write the number you actually earned for the day. Let’s assume you had a bad day and didn’t earn anything. The $416 gets added back into the remaining days of the month. So, if it was the first day, divide $416 by the remaining 19 days, and tomor- row’s forecast would be $438. All the remaining days’ forecasts will never be less than $438, even if you earn $1,000 in one day; the additional money you earned just becomes gravy. So, on the second day – if your forecast is $438 and you earned $500 – the third day your forecast remains at $438.


I believe any success I’ve had in sales was due in


large part to setting goals, writing them down, and becoming obsessed about following them. I keep a copy on my desk in the office, a copy at home, and I minimize a copy for my wallet. It is always in my face. At the end of the month, when I reach my goal – and only when I reach it – I reward myself with a gift. This will separate you from the rest of the medi- ocrity out there.


– GREGORY MANTO ‘‘


THE MINDSET THAT LEADS TO PEAK PERFORMANCE


SELLING TIP Creating Prospect Referrals


If you want more prospect referrals, follow these guidelines. Good referrals are given by someone who is genuine- ly enthused about you, your firm, and the services you can render. The first step in your referral search is in the direction of good service to existing accounts. Take a random poll of your current customers to see how satis- fied they are with your product, service, and attention to their accounts. You will likely be surprised by the results of such a survey. If you or your product don’t score well, make a checklist of things you can do to get a better score the next time you ask the same questions. Next, ask your customers if they have any sugges- tions of other companies or people who might need your product or service. Your customer may have already indicated his or her willingness to help you. Choose someone in a position of influence who has the respect of substantial people. Offer to trade useful information or prospects as well. Analyze your clients, prospects, and friends. See


When placed in command, take charge. NORMAN SCHWARZKOPF


where you think you might find extra business. Make a chart of the likely prospects. Divide it into most likely, least likely, and might be likely to buy. Remember: Most people like to be asked to help. It gives them a sense of usefulness and importance. Great persuaders throughout history have recom- mended the technique of asking for help. Benjamin Franklin recognized that allowing someone else the privilege of feeling he is able to help you can invoke an endless stream of assistance and support. With a strong determination on your part, and a definite plan to follow, you should be able to increase your referral base by 20 percent.


– DON FARRANT SELLING POWER MAY 2017 | 5 © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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