Developing An E Mail Newsletter

The creation of a newsletter is a serious decision because initiating one without the infrastructure and commitment to sustain it can wind up doing more harm than good. Your e-mail newsletter, once launched, will create an expectation among recipients and if you fail to deliver on that expectation it could lead to a backlash as your customers cll your reliability or commitment into question. The infrastructure you need includes content sources, graphic sources, and the e-mail capacity to send the newsletter. The commitment is eased when you create a timetable that details when the content needs to be concluded, when the graphics need to be completed, and when the newsletter needs to be edited and then ultimately sent. In choosing your send date, you need to think about the other newsletters your readers are likely to receive and make sure that you do not become just one more newsletter in their inboxes. We recommend you send it during a time of the month when there is traditionally less traffic. For example, Tudog sends its e-mail newsletter at the end of each month because most of our competing newsletters are sent either at the beginning or middle of the month. We have found that this increases our readership by approximately 20%.

The construction of a successful newsletter has 6 phases. They are:

1. Content

The newsletter you send stands or falls on the relevance and quality of the content you incorporate. If your website is meant to entertain you content needs to be entertaining. If it is meant to educate, your content better be educational. Tudog does not believe in using the newsletter for self-promotional purposes, as we think that readers rapidly grow tired of reading commercials and self-serving material. There are other forums to engage in self-promotion. Your newsletter is a service to your customers and needs to be written from the perspective of what they need, and not from the view of how it can serve you. By having your newsletter serve your customers, it will ultimately serve you too.

2. Frequency

You need to decide how often you are going to issue your newsletter. There are two primary considerations that need to make up the decision. The first is how often your customer base would engage you newsletter. If your sector is flooded with newsletters, you may conclude that there is an excess of reading material and that a quarterly newsletter is appropriate. Conversely, you may notice that there is both an absence of other newsletters and a hunger for information, leading you to conclude that a bi-weekly newsletter would provide you with an excellent opportunity. The second consideration is your internal capacity. You do not want to create an expectation for a newsletter that exceeds your production capacity. How many newsletters you are able to release each month needs to be the underlying driver to the decision how often your newsletter is released.

3. Design

How your newsletter looks is crucial not only because it represents your company, but also because it could determine how people receive the newsletter and whether or not they are drawn to read it. A well designed newsletter includes a clear delineation of all areas of content, integrated, relevant images, and an identity that is consistent with your company’s identity. It is important that you view your newsletter as an extension of your company and that its personality is representative of the image you transmit to your sector.

4. Database

Your database is the list of people to whom you send your newsletter. Your list should be extracted from your client/customer base, prospective clients/customers, and your sector influencers. You should make sure that everyone receiving your e-mail newsletter either requested it or has a way to be removed from your list (clearly and easily marked in your e-mail). Your newsletter can be sent via snail mail, but the costs of printing and postage make e-mail a much more realistic and cost effective often. Using e-mail, you are able to send your newsletter as HTML, text, or in PDF format. You should select your format based on customer preferences. Tudog uses PDF after our inquiries indicated that our clients were most interested in receiving our newsletter in that format. You clients/customers may prefer a different format, but it should be noted that the content, design, and frequency are not influenced by format.

5. Marketing

Your newsletter needs marketing support so that it can reach out to a wider audience and better serve your company as a marketing tool. The support it receives can be as simple as being listed on your website (with a sign-up option) to advertising and special attention. Tudog markets its website by permitted reprints of our articles in magazines and other newsletters, drawing attention to the company, our expertise, and that our newsletter offers continuing exposure to the ideas and hints we publish.

6. Testing

We recommend that you test your newsletter before you send it out to your widest audience so that you can benefit from the feedback of your test group and ultimately send out the best newsletter possible. You should select a random group of people (between 50-200) to send your newsletter to, alongside a brief questionnaire asking for reviews on your look and content. Once you have their responses and incorporate some of their comments, you will know your newer version is close to the needs and wants of your target market.

Your e-mail newsletter is an excellent way to reach out to and become meaningful to your clients/customers. Embark on an e-mail newsletter only if you have the resources and commitment to sustain it. Done properly, it is a powerful and continuing tool for exposure and reinforcement of your expertise.


Convert leads into clients and boost your sales

A major part of keeping profitable and growing your business is maintaining a focus on business development. Even when you’ve got the right mix of work, clients and employees you should be looking for new sales leads. Establish a process that ensures your existing customers don’t get neglected while you manage new business opportunities in a cost- and time-effective manner.

1. Generate sales leads. Identify the types of companies you want to work with and a realistic number of companies you want to target over a given period of time. For example: An accountant with experience in the marketing industry might decide to target five opportunities per month focussed on marketing consultancies.

Finding potential clients and identifying new opportunities can be done through networking events, tenders listed in newspapers and industry magazines and headlines in newspapers about new projects and industry seminars. Keep an eye on your industry and stay aware of new developments.

Track the companies you approach in a database (you could use Microsoft Office Excel or Access). Tracking should cover the obvious things company contact details as well as details of what was discussed, potential work, actions and more.

2. Qualify the leads. Once you have companies identified, review it to ensure they are realistic opportunities. Some areas to think about include:

-> Do you have the right contacts to get started?
-> Do you have the right services to offer them?
-> How can their website help you understand them better?
-> Do you have any conflicts of interest in pursuing this company?
-> Does this client have growth potential or would it be a quick job?
-> Who makes the decisions? How can you reach them?

3. Raise your business profile. By raising your company profile (no matter how small you are) you’ll be able to generate new business with less effort. As a leader in the industry, new business will come to you. There are many ways to raise your profile; you could try sponsoring events, adverts and gaining media coverage. The size, location and target market of your business will dictate the medium to use and the areas to cover.

4. Show them what you’re made of. Start to reach your qualified opportunities by showcasing your company’s products. Send them a brochure or a copy of any newsletters you produce and invite them to join; show off examples of your work; highlight relevant media articles. However, if you’re using e-mail, avoid being overly intrusive or they may regard it as spam.

Develop standard template letters in Word to send to potential clients to accompany your credentials/brochures. Link to your database (Excel, Access or Outlook) when merging the letters and envelopes to ensure you don’t have to re-enter details.

There is no specified time for this courting, so be patient. It could be six months before anything comes to fruition.

5. Set a meeting time. So you’re in the door. Now you need to sell yourself. Tailor the meeting to suit the way you operate as a business. It could be a formal PowerPoint presentation or a discussion over coffee. You may have no choice for the style of the meeting but make sure you are comfortable and well prepared. During the meeting be sure to demonstrate the knowledge you have developed in the previous stages.

6. Follow up. You’ve presented your capabilities and ideas. Don’t stop there. Follow up is essential. This is a major part of the process and should be taken as seriously as the other steps. You’ll probably be able to build on ideas from the meeting, or you might find an interesting/relevant article or statistics you could send to re-open discussion. Even if you don’t have anything to send, thank them for the opportunity.


How To Start Making Money With Adsense

Adsense is considered as one of the most powerful tool in a website publisher’s arsenal. It enables a person to monetize their sites easily. If used properly, it can generate a very large and healthy income for them. However if you are not using them rightly and just maximizing the income you squeeze from it, you are actually leaving a lot of money on the table. Something all people hate doing.

How you can start earning money with Adsense can be done easily and quickly. You will be amazed at the results you will be getting in such a short period of time.

Start by writing some quality content articles which are also keyword incorporated. There are a lot of people given the gift of being good with words. Writing comes easy for them. Why not make it work in such a way that you will be earning some extra cash in the process.

There are actually three steps to put into mind before you begin writing your ads and having an effective Adsense.

Keyword search. Find some popular subjects, keywords or phrase. Select the ones which you think has more people clicking through. This is actually a keyword selector and suggestion tool that some sites are offering to those who are just their Adsense business.

Writing articles. Start writing original content with keywords from the topics that you have achieved in your search. Take note that search engines are taking pride in the quality of their articles and what you will be writing should keep up with their demands.

Quality content site. Build a quality content site incorporated with Adsense ads that is targeting the subject and keywords of your articles and websites. This is where all that you’ve done initially will go to and this is also where they will prove their worth to you.

The proper positioning of your ads should be done with care. Try to position your ads where surfers are most likely to click on them. According to research, the one place that surfers look first when they visit a certain site is the top left. The reason behind this is not known. Maybe it is because some of the most useful search engine results are at the top of all other rankings. So visitors tend to look in that same place when browsing through other sites.

Some of those who are just starting at this business may think they are doing pretty well already and thinking that their clickthrough rates and CPM figures are quite healthy. However, there are more techniques and styles to generate more clicks to double your earnings. By knowing these techniques and working them to your advantage, you will realize that you will be getting three times more than other people who have been previously doing what they are doing.

Finally, Adsense has some excellent tracking statistics that allows webmasters and publishers to track their results across a number of site on a site by site, page by page, or any other basis you wanted. You should be aware oft his capability and make the most of it because it is one powerful tool that will help you find out which ads are performing best. This way, you can fine tune your Adsense ads and focus more on the ones being visited the most rather than those who are being ignored.

Another thing you should know. Banners and skyscrapers are dead. Ask the experts. So better forget about banners and skyscrapers. Surfers universally ignore these kinds of ad formats. The reason behind this is that they are recognized as an advert and advert are rarely of any interest that’s why people ignore them.

To really start making money with Adsense, you should have a definite focus on what you wanted to achieve and how you will go about achieving them. As with any other kind of business ventures, time is needed coupled with patience.

Do not just ignore your site and your Adsense once you have finished accomplishing them. Spare some time, even an hour, making adjustments to the Adsense ads on your sites to quickly trigger your Adsense income.

Give it a try and you would not regret having gotten into Adsense in the first place.


Sales Training Tip How To Retain Top Sales People

There are four primary reasons a good sales person, who is producing at high-levels at a company, will choose to leave that company. Surprisingly, the top reasons are not about money.

Top Reasons a Good Sales Person Will Leave A Company

1. Lack of feeling that the company cares for them
2. Lack of personal or intangible satisfaction and reward
3. Lack of a defined or desirable career path and future
4. Lack of sufficient or desirable income

Let us look at each of these areas and see how to prevent the problem.

1 – Lack of feeling that the company cares for them
The number one reason a sales person will leave your company is that deep down, they feel as if you and the company do not really care about them. They feel as if the company just cares about making money and could care less for their health and welfare. How do you make them feel like you really care for them? Simple:
Really care for them!

As the sales manager, you should take the success of your sales people personally. Your sales team should know that you would face upper-management, the government, the competition or anyone else, to defend them and help them succeed. Your sales team should believe that you put their success above your own. And you should because when they succeed you succeed. You have to be the captain who goes into battle in front of the troops leading them. When your sales team knows that you will take a proverbial bullet for their sake, you will never have to worry about retaining good sales people. Again, the answer for making sales people believe that you care for them is to really do it.

2- Lack of personal or intangible satisfaction and reward In this, I am referring to the things that make the sales person feel good about himself or herself and what they do. Most sales people or their management may not even realize this, but this is a critical area of needs fulfillment. Everybody has to feel good about themselves. The job has to give you some heightened level of self-esteem, especially in the business of sales.

Remember a sales person is already thought of in many circles as a charlatan or a con artist. There are many slang terms and pejorative labels that are often automatically attached to a sales person in the eyes of many consumers. Public trust becomes a big issue in the life of a professional sales person and with that public trust, comes personal trust.

A sales person must be made to feel as if they perform an honorable and trustworthy function in society. The problem is that when this atmosphere is not present for the sales person it does not materialize in a recognizable fashion. In other words, the sales person does not go up to the management team and say, You know, I dont feel important or like I am performing an honorable job function

No. In fact, the sales person will rarely understand exactly what is making him or her feel less than enthusiastic about the job. This problem will manifest itself in a number of symptoms that often seem unrelated:

a. A lack of enthusiasm
b. A erratic closing average
c. A feeling of being overworked
d. A feeling of repetitiveness
e. Erratic work ethic and increased time off
f. Forgetting the basics or taking short-cuts
g. An overall attitude of, I just dont care

These are some signs that this sales person does not feel important. Below are a few ways to help solve this problem:

 Have a clearly defined company and departmental mission statement and vision statement that include the wide reaching effect of the product or service. (Look for Ask-The-Expert article How to keep motivated)

 Continuously explain to the sales team the entire scope and importance of a sales persons mission. For example, if you sell cars, a car sale does more than just satisfy the car buyer. A car sale helps the community, it helps the buyers family, it helps keep two dozen people employed at the dealership, it helps sell more petroleum, it helps the economy, and more. Find the long-range affect of your product or service and help the sales people understand their real importance.

 Supply personal gratification in private and recognition in public. You should have regular private conversations with your sales people, keeping in touch with their wishes and dreams and their problems. Learn how to listen. Seek out the sales persons personal goals and objectives in private.

 Does she want to get married?
 Have a baby?
 Does he want to go back to collage one day?
 Does she want to get into management?
 Does he want a new car?
 Does her and his family want to move to a bigger home
 Etc.

Take a personal interest in the life of your sales people. They will tell you what is on their mindslisten.

Make complements and uplifting statements in public. Recognition for hard work and a job well done is critical to a sales persons mental health.

 Ask the sales person to teach the newer sales people. This is a powerful management tool that solves many potential problems. When you have a seasoned sales person who is beginning to loose the enthusiasm for the sales process as things begin to become routine, have that sales person help you in teaching a sales training class or having newer sales people watch them. Promote the sales person as a long-time expert, to the newer sales people and charge the veteran sales person with helping to train the new recruits. Find a way to add bonus or override income for the sales person and this will help him or her begin to refocus.

3 – Lack of a defined or desirable career path and future This is simple but often overlooked. Make sure you know exactly where your sales people want to go in their career and in life. Make sure that your company has incremental steps of promotion. Often a sales company will have two positions:

1. New Sales Person or rookie or probationary period
2. Sales Person

Some offer a few additional steps like

3. Sr. Sales Person
4. Manager

It is important that you have a number of steps that a sales person will have something to work for all the time. Also, make sure that your companys goals match with the sales persons. Often you will have sales people who view the company as a means to a NEW BEGINNING and not as a means to an end. This is fine, as long as you know what they want. For instance, you may have a sales person whos goal is to earn enough money to start a bridal shop. Fine. But when you know this, you know how to help motivate this person.

4 – Lack of sufficient or desirable income Your sales people should be the highest paid in your industry. How do you do this? You hold your sales team to the highest standards of excellence in the industry. You hold your sales team to the highest levels of accomplishment in and customer satisfaction the industry.

How can you do that? You hold your company to the highest level of product or service in the industry. So often a company will think that they can provide the best service yet pay their sales people the least. This does not and will not ever work. Many companies pay their people just barley enough to keep them from quitting. In return, most employees work barley enough to keep from being fired. No. Pay your people the most you can pay them and hold them to the highest standards.

When it comes to retaining good sales people the old adage is key: The more you help other people get what they want, the more you will get what you want.


Sales Techniques & The Death of The Sales Call

Sales techniques
A Google search on sales techniques or strategies (including more specific searches like a search on real estate sales technique or prospecting techniques or marketing tips or motivation strategies) will yield over a million results instantly. Even with so much information at your finger tips it is not any easier to perfect your sales techniques or advertising techniques. Even when you refine your search to terms like sales closing techniques, motivation techniques, presentation techniques, sales skills, and so on and so forth, it is rather hard to narrow down your search any further from among the million odd articles.

A Crisis of Individuality
The more one depends on the strategy ‘gurus’ or experts whether online, in books or wherever, the more one loses that individual touch, those carefully tested out personal skills and strategies. And it is this qualityindividualitythat is very important in the environment we now live inone of extreme competition. Your buyer would be looking out for that something extra, something off the beaten track, as it were. There are going to be numerous conventions, seminars and the like; breeding conformity. The gut feeling that makes you successful in dealings is your key to success. The important thing is to follow your instincts rather than blindly emulate the jargon spewing sales advisors.

Pick and Choose
That is not to say that all such sales tips should be avoidfar from it. Do learn from as many sources as you can but without forgetting your own self, because that is what makes you different from l the rest of the huge crowd. Business dealings depend on trust. So it is important to focus on your human side. Only then can you convince the other person that it is going to be a fair deal. As some put it, “the trust factor that is the bedrock to any sales or selling relationship”. It is here that modern sales strategies fail. Their failure lies in their negligence of the human elements. To be convincing and to build up trustfulness, you have focus on your own personality rather than worrying about various external factors.

The focus, and we simply can not say it too many times, should be on making your buyer feel good, convincing him, ergo, trust building. Selling is essentially, when reduced to its elementary, most basic precepts a deal or a pact between two like minded people or parties. Let us also not forget that trust goes a long way. The same buyer, if and when convinced and satisfied with the sales, will come back and maybe also bring in other buyers. This is a very fundamental precept of the sales technique. And the one on which you can always fall back up on in times of trouble!


How to get referrals in the sales process

First, getting referrals is as easy or as difficult as you make it. The main reason most sales people are not good at getting referrals is simply because they do not ask or do not ask with conviction. Asking a prospective customer or a customer for the names and contact information for a few of their friends or associates is really not a big issue. Think of it this way:

If you were sitting at the dining room table with Mr. and Mrs. Prospect and their next-door neighbor walked in the home, do you think Mr. and Mrs. Prospect would introduce you to the neighbor and tell the neighbor what you do for a living? Of course, they would. Well asking for referrals is nothing more than this. It is nothing more than asking for an introduction. Thats all: just a simple introduction.

Second, for some reason most sales people believe there is only one appropriate time to ask for referrals. Most feel that the only time to ask for referrals is after the close of a successful sale in where the prospect bought the product. Other more astute sales people will also ask for referrals after the close from a no-sale visit, but still this is not enough. There are plenty of other opportunities to ask for referrals. First lets look at a few referrals tips and then examine all of the additional opportunities to get referrals.


1. Help people give you referrals: Often people have a hard time coming up with names of people they believe are appropriate to introduce you to. You need to HELP them. Make suggestions on where they can find names: their cell phone, telephone book, appointment book, church members, club members, association members, bowling team, sports and recreation partners, dentist, doctor, school personnel, etc. You should have a ready list to supply people to help them think of referrals for you.

2. People NOT Prospects: Often people will begin to try to think of referrals of those who may be buyers or at least good prospects for you. You must stress that this is not the idea. One way to explain it is that referrals are a method to advertise and with advertising you do not think about who will buy or who will not. You job is just to get the message to many people. Let the customer know that it is never a waste of your time to talk about your product. You just need people.

3. Controls Costs: Let the customer know that this form of advertising helps your company and others keep costs low. Let them know that word-of-mouth is an integral part of how you work. It is how your company operates.

Many Opportunities

There are many opportunities to ask for referrals. Choose just three and use them consistently and you will have more referrals than you can handle!

Prospecting When making cold or warm calls to set appointments what do you do when a prospect refuses an appointment? These are people to ask for referrals. Just because the person does not wish to accept an appointment, does not mean he or she will not direct you to others who will. If you are professional on the telephone, ask people whom you do not set appointments with for referrals of who you may call.

Setting the appointment After you set an appointment, depending on what you sell, could be a good time to ask for a referral: especially if you are going to travel to an area that is out of the way. Ask the person if they know of someone else you might be able to visit while you are in the area.

The Warm-Up Before you begin your sales presentation and you are warming up and getting to know the prospect, is a perfect time to ask for referrals. If you are smart, you can build this into your warm up talk. As you ask about friends, relatives and associates, you can easily led to asking to meet those people.

During the Presentation – Depending on your product, you will have several opportunities during your presentation to make a connection to associates of the customer. Short periods of dead air are good times. For instance, when you have to calculate something or construct an offer. During that dead time, ask the product to fill out a referral form.

Closing Closing the sale presents an excellent opportunity to ask for referrals, even before you get the answer. Also, you can use referrals as a great incentive to offer the customer extra benefits or a lower price. If your selling process includes a price drop, use the discount to buy the referrals.

After the Sale or No Sale If the prospect boughtit is a good time to ask for referrals. However, if they did not buy, this is also a good time.

Product Delivery Right after you deliver your new product or set up the new program or install the new software is a perfect time to ask for referrals. Your customer is happy and excited. Take advantage of this timing.

Customer Service Calls Your customer had a problem that your company solved exactly in the manner that you said you would; you provided excellent customer servicethis has to be one of the best times to get referrals.

Continuing Relationship You can always call customers and ask for a referral. There really are no rules.


Effective Sales Letter Writing: 7 Tips To Make Killer Sales

Letters are among the most popular means of communication throughout history. People loved exchanging messages through letters especially those that come far away. By now, letters were given new and different functions, most notable of which would be in business. Among the most popular type of business-related letters is the sales letter because it is a very important tool for reaching customers and prospects. This is why sales letter writing has been deemed to be a very important aspect in marketing.

Many entrepreneurs have observed the power of sales letter writing in capturing a significant portion of the market. As such, many businesspersons went their way on writing their own sales letters. Alas, not all of these aspirants were able to succeed with the materials they wrote. Some of these letters were not effectively written and were seen not to work as well as the others. It is thus important to know what makes of a good sales letter before writing one.

Here are some useful tips in sales letter writing:

– Gain Your Readers Trust: When your readers receive your mail, they should be able to put confidence in you so that they would feel safe to establish some business relations with you. The most common technique of doing so is by putting testimonials in sales letters to let people know of others who swear by your offerings. You may employ other tactics to gain peoples trust, what is important is for them to bank on what you say.

– Show That You Are Credible: Trust is just one step for people to give you some of their time, you also need to show them that you have something truthful to say to them. You should be able to show them that what you offer delivers its promise. Good means of doing this is by including scientific studies, successful stories and other materials that exhibit the truth in what you say. You need to show it more than you need to talk about it.

– The Letter should be Memorable: You can almost always expect people not to pay attention to your sales letter immediately. They simply might not need your product at the time they receive your letter, or they might not just be interested. However, this does not automatically mean that the sales letter is a failure people can still respond to your sales letter after days, months, or years as long as they would remember it. If you can make your sales letter memorable, chances are the reader would be able to remember your products when the time comes that they are needed.

– Catch Attention: While looks are usually underestimated, it is important to make your sales letter writing very attractive whether you use visuals or not. It is not at all impossible to catch attention with mere words alone. Use bold statements that tickle your readers fancy. A boring letter would just end up in the trash with other junk mail. Be sure to make your sales letter writing upbeat and interesting so that your prospects would be enticed to read on and know more about what you offer.

– Give Clear Instructions: Winning trust, appearing credible, making your letter memorable, and catching attention is not enough for effective sales letter writing. It is important for your readers to be informed what they should do next by giving them clear instructions on how they could respond to your sales letter. Be sure to include how they can contact you and make it easy and convenient for them by leaving a mailing address, email, website, fax, or phone number where they can reach you easily. Of course you have to make sure that these are working well so you would not miss any customer.

– Give Rewards: People love bonuses whenever they purchase something. You can offer gifts, discounts, and other promotional offers to your customers. You can also give rewards to those who respond immediately so that you can easily reap profits from your sales letter writing.

– Reach Your Reader Personally: It could be very tempting for you to just hit the mail merge option of your word processor. However, they can make your sales letter writing very detached and unappealing. People like to be addressed personally and it is best to reach them as individuals.

Good sales letter writing is essential for todays business. With it, you are several steps toward profitable success.


Sales Management Training: How To Turn Your Sales Team Into

Most business leaders don’t know how to structure their sales organizations or even themselves for maximum productivity. They don’t know how to change, adapt and re-organize for new stages of growth. Thats why they spend thousands of dollars looking for the magic secret to get their sales team to perform like champion racehorses.

I learned the secrets to building heavy-hitter sales organizations while working for billionaire businessman, Charlie Munger. I doubled the sales of the first company given to me in just 15 months. And, I doubled the companys sales three years in a row. The lessons I learned here, I now teach to Fortune 500 corporations and other prestigious companies worldwide.

The techniques I used are remarkably simple. Heres how I doubled the companys sales 3 years in a row:

I put into place the policies and procedures that made every single sales representative perform like a top producer. I systematized the complete sales process. These should be normal business procedures. But 99.9% of all companies don’t do it.

Turning your sales reps into top producers

In most sales organizations, the sales are ad-hoc. Everyones running around doing what they think is best. And, management sets very little or no minimum standards of performance.

For example, do you have a standard for the types of accounts your salespeople should go after? I bet the answer is no!

Have you worked on this aspect of proper targeting? What are your sales representatives going to present? What are the top five strategic objectives you want to achieve from every interaction with every buyer? Have you seriously sat down and talked about that and planned that out? Did you practice it, role-play it and polish it to a fine luster?

If you want to get more appointments and double your sales, you need to keep setting higher and higher standards. You need to raise the bar on what I now call “the minimum acceptable level of performance.”

Heres how you can raise your sales organizations minimum acceptance level of performance:

To double my clients sales in less than 15 months, I first motivated the sales reps to go out and complete various assignments. They came back the following week and reported what happened, where they succeeded, where they failed, and where they struggled. Then, I went to work and tuned-up each subtle nuance of getting around the gatekeeper.

I meticulously worked on the exact telephone pitch to use. I discovered the five to seven elements of what would make prospects want to meet with the sales reps. I taught them three to five ways to not let prospects hang up on them. You wouldn’t believe how much I had to work on “the close” of a telephone pitch.

Then I role-played the heck out of the reps. My goal was to improve every little word in every sentence.

Within about ten weeks, meetings started to pop left and right. The client that was getting a few lousy appointments per week were now getting 30 appointments per week with the exact same sales team.

And here’s the kicker: ALL of the meetings were with “dream” prospects. Instead of working with whatever company they thought of at the time, sales reps were only allowed to work on the “dream” prospects.

Sales reps started to get huge meetings with huge prospects. Every deal was a monster. Previously the client only had a few monster prospects in play. Now they’re in play with 20 to 30 monster prospects every single week.

But it didnt stop there.

If you want to double your sales, you have to systematize the complete sales process.

The more you can systematize the sales process, the more you can rely on excellent selling going on in your organization.

Thats why I started working on the client sales meeting itself. I analyzed the first thing the sales reps did when they walked in. I helped them figure out the exact questions the sales reps are going to ask and why theyre going to ask each one of them.

Then I analyzed the presentation. If you know my material, you know how devoted I am to a great presentation. I worked with the sales team to “set the buying criteria” in that meeting. You want to set it righteous. You want to make yourself the absolute most logical choice. And you simultaneously want to dis-empower all of your competitors completely.

I helped the sales team create the strategic objectives theyre looking to accomplish with every possible customer interaction. Then we figured out, how they would be met? And what the next move would be?

We even narrowed down what the ideal sale was and then what are the five layers of alternatives below if there was no way theyd be able to close the ideal sale.

The sales team got so good at closing prospects for a meeting that many would cool off and cancel once they were out from under the white-hot heat I had perfected in the sales pitch. So I systematized the process even further and put into place three separate steps to make sure no one cancels anymore. They company went from a 25 percent cancellation rate to only one in 30 canceling.

I was able to double sales because I was sure of what a top producer would do because I was one.

I knew what systems and procedures to develop because my instincts in this area are all natural. Its all part of my innate psychological profile.

Top producers respond perfectly to rejection by becoming more effective. They become more aggressive when someone is brushing them off. Top producers are more persuasive if someone isn’t buying.

These steps can be honed into every aspect of your sales process. You too can turn regular salespeople into top producers. You just have to drill down like a scientist into each and every aspect of the sales process.