Letter Sales / Top Salesmen / Success

Hello team,

The purpose of this email is to present you with the secret behind Top Sales achievers. I interviewed Brian Johnson (Top Salesguy from California), Peter and Hans to see what is the reason behind their amazing on -going success. These are the people that ALWAYS do their budget and constantly battle every challenge given to them…I wasn’t surprised at the answers… they where just as I thought.

What is the formula for success for Brian, Peter and Hans?

Since the day I’ve started I noticed these are 3 self motivating people (That is the reason they are sales directors…that is the reason they are successful) they don’t need a big email and a pad in the back, or a good work buddy, hooray! Luar, Peter and Hans have the ability to motivate themselves everyday and it is that same energy that they project back to their team! At our sales company or any company, in order to be a sales director you have to learn how to motivate yourself… otherwise how can you motivate your own people?

Here is their magic formula:

Brian Johnson:

In California i have companies trying to get me to work for them all the time. I believe in finding the gold…I pitch until my mouth bleeds!! Said Brian… one of the best salesmen I’ve ever met! For me Rob money never sleeps!! Money is out there waiting to come in directly to you… you just have to find it!!! I don’t settle for second place and the way to achieve it is to see myself as invincible… Ive always been a competitive person!

I’ve never, never failed to do my budget… The budget you are given, is only a number ( that you have to make ) of course my goals are higher

To not do the budget!!! That is just unthinkable…For me the budget is not an option! In fact my goal is not to reach it but to overpass it. Is just something that whichever, however it is I have to reach it. If last month my budget was 200,000 and this month is 300,000 I know I have to do twice more calls compared to the last month.

I set Goals, without goals you can’t start the race!

How i reach my goals?

Focus, Focus ( SEO for example )

Divide your budget in daily basis, it’s easier to reach 20 than 200, so go do the set goals, Without goals you cant start the race!

Listening, listening, and listening!!!!

Give the client what he needs, not what you have in your bag

Formula:

• Never settle for less
• Focus
• Listen
• Be your clients "best friend"
• Offers out
• Follow up
• Don’t take no just like that (why is he saying no??), Listen to them and fax the contract immediately!!
• Call them sometimes without sales pitches… have a conversation.
• Coffee is for closers. Always be Closing
  

Peter:

After being many years in sales I find that salesman are afraid of a discussion… I say to myself…why?? I think discussion should be welcome and appraised. I am not afraid of discussion I welcome them. For me success is define by number of calls and never taking a no personally. Everyday I go home and think… What can I do better tomorrow, what did I do wrong today,

I study the reason of why a client said no… is it really a no or a later to the situation??, how can we find the trigger for that client.??

Formula:

• Question,
• Listening
• Arguing (in a friendly way)
• Stay away from negative people that are always thinking about problems not solutions
• Get into the mind of your buyer
• Determination
• Open cards policy
• Talk their language
• Turn their answers into sales arguments-
• No- for Peter always means maybe.(9 out ten no’s is a maybe)

Hans:

It’s like football. You see the goal - focus - shoot. If you fail, try again. You get better every time and after some shots the goal comes. It works better with a good team.

I really try to listen and understand what the customer needs and not just present what I think I want to sell.

- It works best for me to go to a quite place 2 hours in the morning and in the afternoon and just be on the phone without any distractions whatsoever. Afterwards writing mails and proposals.
- I am not putting too much time in power point presentations - otherwise I never get out the right amount of offers. And not too many people have the time to read it anyway.
- After the sales is before the sales. So I am not bullshitting.
- I am using urgency when it is the right occasion and I don´t use it if I think the customer is not ready for it.
- I try to keep it simple.
- I always trying to get as much information from the prospect as possible and that way starting a dialogue.
- I try to understand all the technical stuff around it so that I don't give the impression of a "typical" sales person who just wants to sell.

- If I really want to have a customer, I am always fighting to get him. But I am not fighting for everybody.
- I am constantly over viewing my ways of working. Right strategy? Right product? Enough offers out? Urgency?
- Always using existing contacts.

- Maybe most important: Thinking about personal goals short term and long term. Writing them down. Quantifying. And then thinking about how to get there.
- Always trying to find solutions. First I try by myself, and then I ask for help.

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So team… now you’ve heard it!! It would be good if everyone share their opinion with me this way we create a positive environment here at our sales company.

We shoot high this month!

Do face to face meetings

Think positively

Set your goals

Plan to achieve it.

Never take no for answer

Listen to your clients needs!

Good luck!