Each week I am in a sales office in Dallas, consulting and coaching to what I believe is one of the very best sales forces I’ve ever come across. Their sales process and product are the most difficult I have ever experienced, and, certainly because of that, they only have highly trained sales professionals working there.
One of their top producers uses visual impressions in his office. When walking down the hallway towards his office, the first thing you notice is a large poster on his door. As you move closer to the poster, you see his monetary goals, both weekly and monthly. These income goals are written with a large colorful ink pen so EVERYONE in and around the office knows what his specific weekly and monthly income goals are. Furthermore, he has his main sales efficiencies metrics posted – basically, how many client calls and appointments he must make daily to be successful.
When you walk inside his office, you see his family. There are photographs of his beautiful wife and children, places his family went camping, arts-and-crafts pieces that were brought to Dad from a school project, and, again, daily and weekly sales goals are posted everywhere for him to see. Not long ago he had a large photograph of a BMW 750 hanging on that wall, which he recently retired and took down. Why did he take the photo down? Heck, he made his goal … and BOUGHT the car!
Beyond that, this individual is very focused on his work. His goals are clearly defined. He makes the best use of his sales time — and he works SMART. He’s fully aware of what it is that makes him “tick,” and he, like many other top sales professionals, surrounds himself with visual impressions that keep him on track.
The Top Three Visual Impressions You MUST Have In Your Office:
Your daily income of what YOU must make in dollars. (Not your companies - in your dollars)
Your monthly income target goal of what YOU must make. (Not your companies dollars – in your dollars)
Your DREAM Item. Trip, watch, house, property, car, boat.
** Photos of your kids don’t count – that is already a given.
Chuck’s Client Success Stories
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Now, go one step further. Whatever your dream toy or motivation is, REALLY get whatever it is in your head. For this example, let’s say that your dream car is a red Mustang convertible. Don’t just get a brochure and tack it up on the wall. Go to that dealer and test drive that car. Feel it, smell it, drive it, and get your picture taken with it! Today might not be the day you purchase the car; yet today might be the day that you start EARNING the car through an increase in sales. Better yet, rent the car for a weekend trip and really get the feel of it into your bloodstream. One of my sales students in Dexter, Michigan, did this recently, and I am certain that some day very soon his dream car will be parked permanently in his driveway.
Sales Managers, this tip is for you! Every quarter, plan on having someone from the car dealership, the boat dealer, the travel agent, the jeweler, the watch dealer — or whoever — come for a special show at your office. Have lunch brought in and have your salespeople dive into their dreams. Allowing them to touch, taste, and feel puts their heads into the game just a little bit further. Make it a surprise for them. Just let them know to be at the office at a certain time for a “meeting.” This is one meeting that will pleasantly surprise them!
So, as of TODAY, start using those visual impressions to further your sales and career. Don’t be bashful and don’t succumb to the others on the sales floor who make negative comments — a good indication they are envious that you are assertive enough to do the things that help make you “tick!”
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Questions and/or Comments?
Please respond to my blog at the bottom of this article!
After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
February 19th, 2010 at 10:05 am
Thanks. Decent blog. I really like the theme. easy on the eyes and good for reading.
February 19th, 2010 at 12:22 pm
Thanks Hayden, sned me your mailing address and I will send you my free sales book — SC CB