COST VERSES INVESTMENT
It is a known fact, that even before you get to your appointment there have been quite a number of costs incurred. And it doesn’t matter whether those costs are paid by the salesperson, or whether those costs are paid by your company, there is an investment cost. These may include a combination of time, telephone, transportation, advertising, brochures, mail, business cards, out of pocket prospecting expenses and a host of other expenses just keeping the office going. The job of the salesperson is to recoup all of these and a lot more in order to stay on the profit side of the ledger.
The salesperson must produce in order to stay in business, and to produce you need to make calls. And the bottom line is – nothing matters unless the sale is closed. Half sales, near misses and public relation calls don’t count. Nor do fabrications, distortions and gleefully bragging about the ones that got away or the ones you put in their place. That’s right, the ones you told a thing or two or gave them a piece of your mind.
Ask any commission only professional. They don’t brag, they don’t put prospects down – they don’t even have bad prospects … they only have a bottom line, a profit margin scheduled around closed sales. Sold products and satisfied users.In fact, each opportunity is maximised to the full and prospects treated with the utmost respect.
Does this work? Why not ask the professional – chances are he or she is in the top 1% of earners – and those results don’t happen by chance, by accident or because of excuses.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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