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Sales Tips

by Mr. Edward Jones    

Now, don’t apply all of our tips to your business.  Instead, take what works for you and run with it in total commitment.  We trust the suggestions will expand your business. 

If you contact your clients just a few times per year, the response is minimal.  Contact them 12 to 18 times per year, and response improves by 200%  !  (based on research of the National Assn. of Realtors).  Also, according to the National Education Assn., generally a person doesn’t learn something until they have heard it six different times.

It’s a principle of life that committed people can make a difference in any situation.  I call it “A Majority of One”!  One person with a purpose and persistence about them can bring about any change necessary.  One person with the courage to mix it up in the marketplace can make sales happen like no other single force.

About ‘Rejection’ in your sales effort  --  Apply this concept to your sales calls:  1) estimate an average commission on your sales, 2) estimate an average number of times you hear ‘no’ until you get to a ‘yes’, 3) divide the commission dollars by the number of times you hear no, 4) now you have a dollar value for each ‘no’.  Therefore, each time you hear ‘no’, that rejection has value.

The Checklist.  Have you developed a checklist similar to what an airplane pilot uses before taking off?  The pilot knows he should not fly the plane unless he has checked through each item for safe travel.  From the time you learn about a prospect up to the time you have filled their order, there are steps in the process.  It’s called the “cycle of a sale”.  Have you  listed the steps in the cycle of your business?  Now is the time to do it on paper and list each potential project.  Check off the steps as you work toward a sale.

Sanity Sheet.  Do you have one?  I created this to keep my sanity in sales.  It is an at-a-glance view of what commissions you expect each month.  You should have a separate sheet for each month.  I will be happy to send you my sample on your request.  The basic information on it lists the customer’s name, amount of order placed, your commission, plus any other brief information you may want to put on the form.  The purpose of this form is extremely important.  Often in a salesperson’s day to day routine they wonder (or worry) how much they have coming in for commissions that month.  In a moment you can put your mind at rest and save your sanity with a glance at the Sanity Sheet.


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To order a 250 page sales training manual email getanorder@yahoo.com or call 303-979-7019.  Remember, “Nothing Happens Until a Sale is Made” Edward Jones www.geocities.com/repgroup/salestips.html