I had a wise mentor teach me about sales. It has nothing to do with your
ability to talk, promise, convince or how much money you spend on
advertising. Sales all come down to the ability to prospect and sort out
your target customer. Once you get ONE good customer, the referral business
will keep it going on its own. 

25 leads = 15 conversations = 8 quality presentations = 4 qualified
customers = 1 closed sale

>From the 8 quality presentations, get 2 referrals from each of them
>From the 4 qualified customers, get 2 referrals from each of them
>From the 1 closed sales, get 5 quality referrals
Now you have 16 + 8 + 5 = 28 leads to start the process over.

I have one sales person that works this process everyday and is generating
sales and phone calls to the office that keep 2 installers pretty busy.
Every area of the country is different on what is available but the bottom
line to sales is prospecting, sorting and referrals.

Regards,
David Weddell
Director of Sales
 
260 827 2551 Office
800 363 4881  Ext 2551
260 273 7547 Cell
 
www.onlyinternet.net
www.oibw.net
 
-----Original Message-----
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Tom DeReggi
Sent: Thursday, December 21, 2006 1:33 PM
To: WISPA General List
Subject: Re: [WISPA] sales 101

We had a similar problem once, except....

It was a month of unfullfilled sales. Property owner denied roof access. 
Customer couldn't get line of sight or good signal.
So it was a month of hard sales work, but resulting only in losing lots of 
money, discouragement of unfullfilled reward, not a month of progress.

I think the most important step is not sales, its prospecting. (I'm not sure

if thats the right word. I mean targeting how sales are generated, so sales 
efforts result in sales that convert to income)

If all day is spent taking the wrong kind of orders, one can't make the time

to sell.  Its to tempting to pass up an attempt to take an order.

Tom DeReggi
RapidDSL & Wireless, Inc
IntAirNet- Fixed Wireless Broadband


----- Original Message ----- 
From: "Travis Johnson" <[EMAIL PROTECTED]>
To: <[EMAIL PROTECTED]>; "WISPA General List" <wireless@wispa.org>
Sent: Wednesday, December 20, 2006 11:58 PM
Subject: Re: [WISPA] sales 101


> The problem comes when you have too much business so you stop selling... 
> and yes, it happens. We are in that "phase" right now... can't seem to 
> hire people fast enough... and yet we haven't done any real "sales" for 
> over a year... (currently have 84 wireless orders waiting to be 
> installed... that's a full month with 5 full-time installers.)
>
> Travis
> Microserv
>
> Peter R. wrote:
>> Selling is actively working a process or plan to ink deals.
>> It involves prospecting, answering objections, providing a value
>> proposition, inking contracts.
>> Charles is right about the used car sales attitude, but that isn't
>> usually the issue.
>> Usually the issue is that no one is selling... everyone is just taking
>> the orders as they come in.
>> That's like saying the guy at the post office is in sales... "How many
>> stamps do you want?"
>> Cold calling, door knocking, networking and prospecting are sales
>> activities.
>> Waiting by the phone is not :)
>>
>> Peter Radizeski
>> RAD-INFO, Inc.
>> Marketing IDEA guy.com
>>
>>
>> Charles Wu wrote:
>>
>>> <snip>
>>> Profile your best clients.
>>> Pick out who you want your clients to be.
>>> Research them.
>>> Be in front of them.
>>> Sell them.
>>> </snip>
>>>
>>> Here's one thing to discuss -- "selling" vs "order taking"
>>> The conundrum of sales is that everyone LOVES to buy, but HATES being 
>>> sold
>>> to
>>> When one goes in the mentality to try to "sell something" -- more often 
>>> than
>>> not, one ends up more like the "greasy car salesperson" that leaves a 
>>> bad
>>> taste in someone's mouth
>>>
>>> -Charles
>>>
>>
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