The Number One Factor In Sales Success!
What is the best thing you can do to ensure success in your sales career? The answer is routine. I sat down with a successful real estate developer in Canada and asked him what the key to success was and what I should be doing in my own career. His answer was very simple, he said "you already have the tools, you exercise everyday and eat a healthy balanced diet and you have great dedication and discipline". This advice changed everything I did in sales, I started to apply the skills that made me successful in bodybuilding competitions to my sales career. I created a routine that I could follow daily, weekly, and monthly to ensure I would reach my targets. I also developed a system to track my progress and identify places where I could improve.
By creating this routine I was able to create goals for my self and build the routine around achieving them. I wanted to bill out above $7000 per month, and while this seemed like a large goal to attain it became easy. I worked backwards from the goal, in order for me to bill out above $7000 monthly that meant I needed to sell more than 100 personal training sessions each month. My average sale was for 24 personal training sessions so it was easy I created a goal to sell 5 packages each month.
How can you sell 5 packages each month? Its all in tracking you're progress and then using the mathematics. The industry standard in fitness sales will tell you that for every 5-7 sales you make you will need to speak with 100 people. This works out to 3-5 people each day, depending if you work on weekends. I made it a goal to collect three leads each day, this means collecting their name and contact number. From there it was easy I would call them and book them in for a free session and follow the sales process outlined in my book Personal Training Sales System.
You can read samples from each chapter on our face book page, let us know how the book changes your career: http://www.facebook.com/PersonalTrainingSalesSystem
