A challenge for virtually every salesperson is to continually reach sales targets she sets for herself or in conjunction with her sales managers. While sales targets can be motivational, they can also become a burden if they are too difficult to reach. By following some simple techniques for approaching your job and making your sales presentations, you can make reaching your sales target a bit easier.
According to Kimberly George, author of "Coaching into Greatness: 4 Steps to Success in Business and Life," if you keep setting targets that you never reach, it might be time to reassess your goal-setting strategy. Try setting smaller, more achievable goals and work your way up. Each time you hit a target, it can provide you with a confidence boost that propels you to reach the next target.
Be Clear About Your Target
George also indicates that your target should be clearly definable so it's easy to measure. For example, if your goal is to earn $60,000 in commissions for the year, break it down into $5,000 monthly increments, which should be broken down further by week. As with starting fresh, continuously hitting your smaller targets makes you overall goal seem less insurmountable so you'll be more motivated to reach it.
Inform Others of Your Target
By telling others what your target is, you make your goals public--which makes you more accountable for the results. According to Lori Richardson, president of a sales effectiveness organization called Score More Sales, it's much easier to break a commitment to yourself than it is to others. Also, family and friends can keep you motivated when sales are slow.
Focus on Customer Needs
Techniques to reach your sales target should include improving your sales presentation. One method to accomplish this is to focus on needs-selling. Instead of trying to convince your customers how great your products are, focus on showing how the features and benefits of your products meet their needs. You can uncover needs by asking probing questions. For example, if you're selling life insurance, you can ask, "What would happen to your family if you're no longer around to help pay the bills?" The response will likely lead you to a need that can be met with one of your products.
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