Monday, March 30, 2009

Growing Your Personal Sales Income

More on Presentation Mastery

Your sales compensation may be based on salary, hourly pay with production bonuses, straight commission, or a combination of “any of the above”. Regardless of how you’re paid for the sales you make, it is a safe bet that your earnings will somehow be either directly or indirectly tied to the total sales revenue and bottom line profits you generate for your company.

Make sense? Then you’ll also agree with this next statement: Sales professionals who consistently produce more total sales revenue and bottom line profits for their company will earn substantially greater incomes over the course of their career.

Okay, easy enough to understand. Now, there are really only three ways to increase the number of sales you’re currently making and grow your personal sales income, and here they are:

Increase Your Presentations
Simple! Increasing the number of presentations you make (assuming that the quality of your presentation remains consistent), will logically increase the number of sales you make and your personal sales income will grow accordingly.

Increase Your Closing Percentage
Also simple! When you increase the number of sales you make in relationship to the number of presentations you make, guess what goes up again? Your personal sales income!

Increase Your Average Sale
And lastly (drum roll), still simple! When you increase the size of your average sale per contract, your personal sales income will surely increase as well.

Here’s the bottom line: If you focus on improving your results in just one of the three areas we have discussed, you will undoubtedly make more sales. However, what would happen if you focused on improving your results in all three of the areas we have discussed? Wouldn't it dramatically increase the number of sales you’re currently making and therefore dramatically grow your personal sales income?

Interestingly enough, you only need to do one thing exceptionally well to substantially improve your sales results in all three of these areas and grow your personal sales income. Yes, that’s right, just one thing. The answer is master your presentation!

Most likely, you can readily see the correlation between improving your presentation skills and the positive effect that it would have on your average sale and closing percentages. What may not appear so obvious, at least at first glance, is how improving the quality of your presentation will actually increase the number of future presentations you will make.

So, how will improving the quality of your presentation lead to more future presentations? It will happen through an increase in the number of quality referrals you will be able to acquire. When you deliver a masterful presentation, your customer is far more likely to reward your professionalism by providing you with a high-quality referral to go along with the sale you just made. It is a simple matter of trust. The more professional you are― the more trust your customers will place in you.

Mastering your presentation creates a cycle of success that leads to substantially increased personal sales income, regardless of how you’re paid for the sales you make!

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