Wednesday, February 25, 2015

SELF-GENERATING YOURSELF TO SUCCESS



If you missed it, you missed out on a powerful and encouraging jump start into the weekend. Here it is again for you:

SELF-GENERATING  YOURSELF TO SUCCESS
·         Self-generating  business shapes the culture of not just our company, but of the industry.
·         Many of our reps have seen the benefits of getting good at self-generating.
·         One top Chicago rep saw just how much $$$ self-generating could provide.
o   This rep had 5 self-generated sales installed in the month of December.
o   His 4th or 5th self-gen was a $10K sale!!
o   So…he made a 4% commission and an 8% bonus for a $1200 payout!!!
o   You can’t get these big payouts if you don’t do the work to get there.
·         HOW DO YOU GET SELF-GENS???
o   You have to truly earn your customer’s LOYALTY.
§  When you have your customer’s loyalty, they will want to help you.
§  We want them to think of you before they think of Empire.
§  Magnetize your business card or put your name and # in their phone.
·         You want them to call you directly instead of calling the company.
o   You have to provide such an incredible service, that our customers will feel like they’d have to be crazy to go somewhere else.
§  We know that our competitors are not giving them the service that we do.
o   Remind them in the wants/needs analysis that “Most of our customers come from repeat business or referrals that come from our repeat customers.”
§  TIP: We now have over 2 million satisfied customers!!!
o   To earn loyalty you have to keep your promises.
§  Get to the appointment on time.
·         TIP: If you show up for your 9:00-11:00 at 5 minutes after 9:00, in your customer’s eyes YOU’RE LATE!!!
o   Our customers want us to wow them!
§  When they give you’re their time, they want something in return: THEY WANT YOUR BEST!
o   Get your customer involved with you during the appointment.
§  Have them help you measure, talk with them, laugh with them, get them involved with the samples.
o   In 1995, Bally Total Fitness had 3.4 million members
§  In 2004, Bally Total Fitness had 3.4 million members
§  In 2011, Bally Total Fitness closed down.
§  The point here is: The quality of your life and the $$$ you make, will be greater if you take care of the customer’s you already have.
§  It costs more to get a new customer than it does to keep an existing one.
o   Top reps keep their customer’s interests ahead of theirs.
§  This helps develop loyalty.
§  Emphasizing a sales strategy that is focused on relationship building is the bigger picture and a key to improved success.
o   Over deliver and under promise.
·         Try this today:
o   Give your next presentation and envision that you are giving it to the parents of “that special one”.
§  How would your presentation change?
§  Would you feel that you did the best you could?
·        GIVE YOUR ABSOLUTE BEST!
·        WINNERS WIN BECAUSE THEY DO WHAT IS NECESSARY TO SUCCEED!
·        IF YOU CAN’T CHANGE IT…YOU HAVE TO CHANGE YOUR ATTITUDE!
·        COURAGE IS NOT THE ABSENCE OF FEAR, BUT THE JUDGEMENT THAT SOMETHING IS MORE IMPORTANT THAN THAT FEAR!


Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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