20 Aug Get a good handle on the numbers and watch your sales soar!
Here’s a sales strategy taught to me many years ago and the concept is stronger than ever. Get a good handle on the numbers … track ’em, write ’em down in your Prospect Journal and watch your sales soar!
Let’s say your average sale is $2,000 and you make 15% … that’s a $300 commission on your average per sale. Let’s say your salary goal for 2009 is $60,000 … Divide $300 into $60,000 and the math tells you that you need to sell 200 contracts in 2009. Radio/TV reps have a national closing ratio average of 33% (one out of three prospects are likely to buy.) If you want to close 200 contracts, you need to make 600 presentations. If that sounds like a lot of presentations, remember you’ll have at least 50 weeks to get the job done. Divide 50 weeks into 600 presentations and the math tells you you’ll need to make 12 good presentations per week … close 1 out of 3 presentations at $2,000 each and there you go …. $60,000 in commissions.
I hope you’ve picked up your Prospect Journal we talked about last week. Log in your prospecting activity, keep track of your presentations and watch your game plane develop over the weeks and months ahead. This math works … but you can’t do it without a Prospect Journal to keep track of your sales calls. This concept is truly profound … It works and guarantees that you will reach your goals for 2009!