How to Achieve Your Goals With These Critical Success Factors
The selling process is an art as well as a science. The effective sales process has several moving parts. Your ability to identify and then master each of the key performance indicators in selling is essential for you to earn the maximum income that is possible for you.
Critical Success Factors in the Selling Process
Your job is to become brilliant on the basics of selling. This begins by your identifying the three essential parts of the professional selling process and then by developing a plan to upgrade your skills in each area.
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Fortunately, the selling process is learnable. It does not matter how well you have performed in different areas in the past. You can learn any sales skill that you need and learn how to achieve your goals by learning these critical success factors.
Everyone in the top 10% of your field started in the bottom 10%. Everyone who is doing well today was once doing poorly. The top people in your industry were at one time not even in your industry and did not know that it existed. But once they began, they committed themselves to becoming excellent in each of the key result areas that make up the successful sale.
Key Performance Indicators: How to Achieve Your Goals in Sales
Here is an important discovery. Your weakest key skill sets the height of your income. Just as a chain breaks at the weakest link, the skill at which you perform the worst is your skill that determines how many sales and how much money you make. By improving a single skill, the one skill that can help you the most, you can increase your sales and your income faster than in any other way.
Here is the key question: “What one skill, if you were absolutely excellent at it, would help you the most to double your sales and your income?”
This is one of the most important questions you will ever ask and answer. When you ask yourself this question, the answer will usually jump into your mind. If you are not sure of the answer, it is essential that you find out, and find out quickly. Ask your manager. Ask your best customers. Ask your colleges. You must know your weakest skill if you are going to improve in that area and unlock your full potential for higher income.
Give yourself a grade of 1 to 10 in each of the key result areas of the selling process. A one means that you are low in that area and 10 means you are highly skilled in that area. Be honest with yourself. If you are not sure about the accuracy of your answers, review your personal scores with your sales manager, or someone else who knows the truth about your sales ability. The starting point of personal improvement is when you become absolutely honest with yourself and others about the areas in which improvement can have the greatest impact on your sales.
One of the first key performance indicators and critical success factors in selling is prospecting. This is defined as your ability to get face-to-face or ear to ear with qualified prospects who can and will buy your product or service within a reasonable amount of time.
A score of 10 means that you are fully occupied, every hour of every day, and you have so many prospects that you cannot take on any more. You probably have an appointments secretary who keeps a backlog of people who are eager to talk to you and to buy from you. If this is your situation today, you would give yourself a 10.
A score of 1 means that you are a lonely person. You sit around the office like the Maytag repairman. You don’t phone anyone and no one calls you. You probably drink a lot of coffee, read the newspaper, play on the internet, and chat with your friends much of the time.
It is easy to give yourself a grade on the subject of prospecting. Just calculate what percentage of your time is spent each day with prearranged prospects. If it is 50%, give yourself a 5. If it is 70%, give yourself a 7.
Establish Rapport, Trust and Credibility
The second key result area of selling is establishing rapport, trust and credibility. People will not buy from you until they like you, trust you and are convinced that you are their friend and acting in their best interests.
A score of 10 in this area means that you are a positive, cheerful, high energy individual with a warm, empathetic personality and you get along wonderfully with almost everyone you meet. A score of 1 means that you may get to see or talk to people for the first time, but after that, they never want to talk to you or see you again.
Identifying Needs Accurately
The third key result area of selling is identifying needs accurately. The biggest mistake that you can make when you meet or talk to a new prospect is to assume that you already know what this prospect needs or wants and is willing to pay for. Each prospect is unique, special and different from all other prospects. He or she has special wants, needs, hopes, fears and desires. In the initial stage of your conversation with the prospect, your single focus is to ask questions and listen carefully to ascertain whether or not a genuine need for what you sell exists in the mind and heart of the person you are talking to.
A score of 10 in identifying needs would mean that you have a careful series of questions, from the general to the particular, which you go through, one-by-one with the prospect to clearly ascertain that the prospect needs the product or service you are selling. At the end of your questioning process, it is abundantly clear to both the prospect and yourself that the prospect can use, benefit and pay for what you are selling.
If you scored a 1 in identifying needs, this would mean that your approach to each prospect is random. You ask whatever questions pop into your mind and say whatever falls out of your mouth. For you, every sales call is a new adventure. You have no idea what is going to happen, or how it is going to turn out.
The mark of the professional is preparation. He has thought through and prepared every part of the sale conversation. He leaves nothing to chance.
Give yourself a grade on the three key result areas of selling explained above and think about how you could become better in each one.
Thank you for reading this article about finding your key performance indicators throughout the selling process. When you master these critical success factors you will be on your way to achieving all of your personal and professional goals! If you enjoyed this article please share and comment below!
Key Performance Indicators
How to Achieve Your Goals
Critical Success Factors
About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.