Focus on your Numbers

Filed under Activity, Goals, Sales by Caelan Huntress on January 24, 2011 at 9:34 pm {no comments}

In tough economic times, do you get lazy, or do you work on figuring out ways to beat the competition?

Now is the perfect time to improve your sales strategy.

You can do this by following two simple, yet extremely effective practices:

set your goals
focus on your numbers.

Set your Goals

If you are in sales, you may have a minimum quota to keep your job. You should have other sales goals beyond just staying employed. Do you want to win an award, or be the best in your company? Do you want to earn a specific amount of money? How successful do you want to be?

Setting your goal is imperative. If you don’t know what your sales goal is, then it’s pretty apparent why you’re not doing as well as you could be doing: you haven’t identified how well you could be doing!

No matter what your industry, the top salespeople in your field have identified their sales goals, and they have all written them down. That’s how they got to be the best. This is a universal habit among top performers. If you want to be a top performer, implement this habit right away.

How many sales do you want to make this week? This month? This year? Write it down, right now. Write out your goal in big block letters and post it somewhere that you can see it all the time.

Now you have a number to aim for. You know, every day, what you are trying to achieve. But how do you get there?

Focus on your Numbers

How many phone calls does it take you to make a sale? If you know that you have to pick up the phone, on average, 24.36 times to make one sale, then achieving your goal is a simple process of applying a formula. (more…)

Manifest the Reward, and the Sales will Come

Filed under Business, Goals, manifestation, Sales by Caelan Huntress on January 16, 2011 at 7:30 am {no comments}

Our subconscious mind has peculiar strengths and weaknesses.

The Reticular Activating System is really good at finding ways to manifest tangible things, because it sorts through images and memories of millions of tangible things every day. One study estimated that the RAS is capable of processing 6,000 bits of information per second! None of these ideas, however, is as intangible as “43 sales” or “$5k in commissions.”

Your subconscious mind is really good at manifesting things it can process easily, so let’s make the process easy to manifest the things you want. Do you really want the money that lots of sales will give you? Or do you want the things you will buy with that money? Do you really want to know that you are the top salesman in your company? Or do you want to see the plaque on your wall?

Make your visualizations centered around one real, concrete image that can be used like a trophy. If there is a big bonus period ending soon, and you want to meet your quota, define the reward you will give yourself if you meet your goal. And then, manifest that reward.

I am typing this blog post on my new Macintosh laptop. I have always wanted one, yet never had occasion to justify the purchase to myself on a whim. When a big quarterly bonus was coming up in my company, I was having trouble getting my emotions involved in meeting my goal. So I asked myself: what do I really want out of achieving this goal? What I really wanted was money, because a few thousand extra dollars sounded really nice to me.

But why?

What, specifically, did I want to use that money for?

I had all sorts of vague responses to this questions: pay off some debt, put a little more in savings, feel more comfortable, etc.etc. Nothing really tangible for my subconscious mind to sink its teeth into, and get to work on manifesting.

So, I planned out a reward for myself. I decided that if I qualified for this bonus, I would give myself a new Mac. I went to the Mac store, browsed the models, and picked out the one I wanted. I took a picture of it and inserted it into an Excel spreadsheet, with a chart showing a blank line for every sale I needed to make. I printed it out, put it on my wall, and every time I made a sale, I wrote in the name of the person who bought from me right next to the picture of my new laptop, and I sent up a message of thanks.

I visualized myself typing on the keys of my new laptop. I listened to the sound of the clackety-clack on the keyboard, the exact sound I am listening to right now. Do you see? Because I was able to incorporate details into my visualization, details about my tangible reward, my subconscious mind had something to work with! I gave it the tools to do what it does best: manifest what I feel emotionally.

This was what put me over the top. Had I kept my intention to sell insurance policies, or to see the stack of paperwork filled out, it would not have been as visceral an experience to my subconscious mind as the reward that was linked to my goal’s attainment.

What unfulfilled goals do you have out there? What will you reward yourself with when you attain your goals? It might be a massage, or a vacation trip, or your favorite bottle of wine. Tie the reward to the goal, and then manifest the reward, to

trick your subconscious mind into manifesting your goal, too.

Focal Point

Filed under Exercises, Goals, manifestation by Caelan Huntress on December 31, 2010 at 5:55 pm {no comments}

When you set your intention for the day, what do you use to focus?

Dion Fortune said, “Symbols are to the mind what tools are to the hand–an extended application of its powers.”

So let’s apply.

What is the best symbol to represent your intention? If your intention is financial, it could be a piece of currency. It could be a check made out to yourself in the amount of one million dollars. It could be a check register with all of the visualized checks entered, and the account balanced with painstaking accuracy.

The entire reason that this works as a manifestation technique is that the symbol becomes that which it symbolizes in your mind. (more…)

Victory Anchor

Filed under Exercises, Goals, manifestation, NLP, Sales by Caelan Huntress on December 26, 2010 at 2:33 pm {no comments}

After you make a sale, you are in the midst of the most potent emotional force you can use for manifesting more sales.

Victory.

27 Victory Anchor Sales Law of Attraction

And what is the feeling of victory?

Completion.

Success.

Fulfillment.

The defeat of obstacles.

The attainment of a goal.

The world becomes as you wish it to be.

You are the master of creation.

You made this happen.

Victory.

Making a Victory Anchor

Step 1: Identify the moment of Victory

The moment when victory occurs in a sale is a moment that you need to identify. Is it when your prospect signs the contract? When they nod their head yes? When they shake your hand? When they give you a knowing smile? When you set the appointment, and enter it into your calendar? What is the moment of victory for you?

Step 2: Create an anchor

If you are not familiar with NLP (Neuro-Linguistic Programming), you may be asking yourself, what is an anchor? (more…)

You and your goal! Nobody else.

Filed under Goals, Sales by Caelan Huntress on December 23, 2010 at 6:29 am {no comments}

What do you want to accomplish this week?

This month? This year?

If you don’t know, then I can tell you what you’re going to get: more of the same.

The only way you can elevate yourself, take it to the next level, is to set out a goal in WRITING. Then you have to REMIND yourself of this goal, repeatedly. And with every action you take, ASK yourself, ‘Does this serve my goal, or not?‘

There is a fourth step, but you cannot rely on it until you have implemented the first three steps. The fourth step is the most powerful, and nine times out of 10 gets you the results that you want. But I’m not going to tell you the fourth step until you dedicate yourself to implementing the first three. (more…)