Develop Your Sales Systems

(24606)

If you’re good at selling, you need to set up systems so you can maximize the time the time you spend selling. Once you have those systems in place, you can then set about automating them. This is the only practical way to maximize your personal effectiveness.

Focus on Sales

Most sales consist of two distinct parts:
1. Face-to-face meetings with decision makers.
2. Everything else that has to be done to make the sale.

If you become very good at actually making the sales in those face-to-face meetings by virtue of the fact that you’re an expert in your field, then you really should set up systems for all the other stuff and get someone else to do them. With the technology available today, it has become feasible to automate or outsource many of there support fumctions entirely.

If you have assistants handle all of these routine tasks rather than you, this will further solidify your position as an expert in your field. These people will either work for you for a flat rate, or if you really want them to put their whole heart and soul into it, offer them a chunk of your commission generated on each sale. This will make more money.
for you in the run, because it will maximize the amount of time you spend working with buyers rather than lookers.

Steps to Planning Sales System

A reasonable timeline for developing an appropriate kind of automated sales system using these principles will probably look something like this:
1. Work on increasing your know-how so you can credibly become an expert in your field. Build a foundation of internal knowledge and self-confidence that you will perform well.
2. Start finding tangible ways to provide value without expecting any direct sales in return. This will be something simple you can start working on right away.
3. Begin publishing some articles online. Create proof of your expert status and recognition by writing and publishing articles online. Give them away for free.
4. Issue some online press releases. Use a service so they get picked up by Yahoo! News and Google News. You can then include these in your media kit, which you start developing.
5. Start using your media kit to generate more media coverage and free publicity. Send out media kits and make yourself available as a resource for research. Be available.
6. Create your own personal website using the material from your media kit. Add links to published articles and press releases. Make an e-book available for download from your site.
7. Start actively seeking opportunities to speak to speak at local networking events. Develop a presentation idea that is topical and interesting, and make your avaliability known to organizers.
8. Find ways to automate your sales precess through outsourcing or the use of automation. Focus on the area you’re best at and hire others to do everything else that is required.

The whole point is that everything needs to unfold in a logical order. You need to build a foundation first before before you can move away from cold calling to a referral only business model. Similaly, each step in your system needs to build on the previous ones. You can add whatever is needed for the requirements of your particular industry or profession, but the logical sequence is important.

Sit down and analyze single task you do in an average day. Then you need to ask whether each task absolutely requires your hands-on involvement or whether there isn’t some service or piece of software that could perform it just as well. For every task you’re best at and whem to maximize your income.

How to Develop Automated Sales Systems

Do everything in proper sequence and at the most appropriate time.

Maximize the amount of time you spend doind what is most productive and either automate or outsource everything else.

Work hard to set up automatic systems to ges everything done.

This process of automation gives a tremendous amount of leverage, and leverage is something that all top sales pros use to their advantage. Leverage simply means the use of another person’s time or talents to get a job done for you. In my business, I’ve hired out just about every task I had previouslu been doing myself. That’s why I have time to sit here and write. My time is now entirely devoted to thinking, creating new books and other products, and to my coaching and learning program.

–Frank Rumbauskas Jr.