Believe it or not, significantly increasing, even doubling your sales and income, doesn’t have to be difficult. Below we’ll discuss four simple steps that, when applied, can put you in a position to dramatically increase your income and have your best year ever.
Four Steps to Doubling Your Income:
1) Get better at selling.
If you get better at prospecting, presenting, overcoming objections, closing, follow up, and other aspects of selling, you can easily double the amount of sales you close, thus doubling your income.
In order to get better at selling, you want to one: make sales a study, and two: do what the top salespeople do. Pick up and study anything you can find on the subject of selling including books, CDs, DVDs, articles, and other material. Next, find the top salespeople in your office, your company, and your industry, along with the top salespeople in other industries, and find out what they do to be successful. Read their books and articles, call them, e-mail them, take them to lunch or dinner, do whatever you have to do to find out what they do, then do the same things and you’ll get the same results.
2) Eliminate your largest roadblock.
What one issue do you have that, if eliminated, would have the largest impact on your business? Is it a lack of leads, an inability to close sales, a lack or organization? Whatever the problem is, zero in on it with the focus of a laser beam and resolve to eliminate it. Brainstorm ideas, talk to others, read books, search the internet, do whatever you have to do to come up with ideas to remove the roadblock and then get to work on blasting through it.
3) Spend more time on the most important tasks.
Your most important tasks as a salesperson are: prospecting and building your network, presenting and closing, and follow up and building long-term relationships. How much time do you spend on these tasks during the week? The more time you spend on these, the more business you will do. If you can spend the majority of your time in these areas, your business will explode. Ultimately you should be delegating anything that is not related to these tasks. Start to eliminate or delegate all tasks that are non-paying, non-business building tasks, and shift that time to the important sales tasks.
4) Get motivated.
If you have a high enough level of motivation, you will do whatever it takes to be successful. In order to find out what motivates you, ask: WHY do I do what I do? Why do I get out of bed in the morning, why do I go to work? WHY? Your WHY will drive your motivation. The more powerful your reasons why, the more motivated you’ll be.
To come up with powerful reasons why, look at your goals, your dreams, your aspirations. What do you want to do, be, or become? Where do you want to go? What do you want for those around you? What regrets will you have if you’re not successful, if you don’t do what needs to be done? Who wins when you win, who loses when you lose? Use these questions, along with some of your own, to find out what drives you.
Keep working on your WHYs until you’re motivated to overcome any obstacle or adversity and are completely determined that nothing will stop you from reaching your goals and dreams. It’s simple, if you have powerful enough reasons why, you’ll be motivated and you simply will find a way to achieve anything in life that you desire.
Working hard on even one of the above items can be enough to double your income in the next 12 months. If you work on several, you may do even better than that. Remember that you alone are responsible for your success or lack thereof. There are people in the Insurance Industry selling more now than they’ve ever sold before; take the bull by the horns and resolve to have your best 12 months ever regardless of what is going on in the world.
John Chapin is an award winning speaker, sales trainer, coach, and co-author of the gold-medal winning “Sales Encyclopedia” a comprehensive how-to guide on selling. “Sales Encyclopedia” is written for sales professionals in all industries at any level of experience. Utilizing more than 21 years of sales experience and as a number one salesperson in three industries, John co-founded Complete Selling Incorporated, a company helping salespeople significantly increase their sales results.
If you would like access to John’s free white paper on what it takes to be successful in sales along with a monthly newsletter, you can visit John’s website at https://www.completeselling.com For permission to reprint, or to reach John, email him at johnchapin@completeselling.com.
