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    How to Make More Money in Sales: (Improve Your Conversion Rate and Make More Money for Your Family)
    How to Make More Money in Sales: (Improve Your Conversion Rate and Make More Money for Your Family)
    How to Make More Money in Sales: (Improve Your Conversion Rate and Make More Money for Your Family)
    Ebook168 pages2 hours

    How to Make More Money in Sales: (Improve Your Conversion Rate and Make More Money for Your Family)

    By Cynthia Wihardja

    ()

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    About this ebook

    You've attended many sales trainings, been in sales for a few years, and want to up your game.  

    This book is not about basic selling skills.  This is a compilation of advanced finer distinctions that will get you from GOOD to GREAT.  They are taken from real sales situations over the last 21 years I have been in business.  

    You will learn about the slight changes that can be done in your process and the big difference it can make to your conversion rate. Use the thinking questions to make the examples relevant to you and improve your game from the root cause.

    If you are a salesperson looking to make more money… or a sales manager wanting to take your medium to top performers to their next level, this is the book for you and your team.

    LanguageEnglish
    PublisherRist EBook Publishers
    Release dateMar 27, 2019
    ISBN9781386339229
    How to Make More Money in Sales: (Improve Your Conversion Rate and Make More Money for Your Family)

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      Book preview

      How to Make More Money in Sales - Cynthia Wihardja

      HOW TO MAKE

      MORE MONEY IN SALES

      Improve Your Conversion Rate

      &

      Make More Money for Your Family

      Cynthia Wihardja

      CONTENTS

      COPYRIGHT

      DEDICATION

      PREFACE

      ***

      CHAPTER 1:

      Most sales people just survive. They never thrive.

      CHAPTER 2:

      Would you like to buy some chocolates?

      CHAPTER 3:

      Money starts in your mind

      CHAPTER 4:

      The more they see, the more they buy

      CHAPTER 5:

      Your major may not be your career

      CHAPTER 6:

      Sell something difficult and learn what not to do

      CHAPTER 7:

      Learn from the bottom.

      CHAPTER 8:

      Don’t just learn. Achieve!

      CHAPTER 9:

      Get creative. Get the appointment

      CHAPTER 10:

      Your need for recognition may be your stumbling block

      CHAPTER 11:

      Focus on what you can control

      CHAPTER 12:

      It’s not just about you

      CHAPTER 13:

      Are you talking to the right people?

      CHAPTER 14:

      Not everyone will buy from you

      CHAPTER 15:

      If you’re on time, you’re late

      CHAPTER 16:

      Pick the right seat

      CHAPTER 17:

      Good sales people drink their coffee hot!

      CHAPTER 18:

      The psychology of change

      CHAPTER 19:

      Closing starts from the beginning

      CHAPTER 20:

      Let them sell themselves

      CHAPTER 21:

      You can do a lot over the phone

      CHAPTER 22:

      Be comfortable with silence

      CHAPTER 23:

      Speak up. Your boss doesn’t know everything

      CHAPTER 24:

      Do you have a process?

      CHAPTER 25:

      Sales is a numbers game

      CHAPTER 26:

      Are you a specialist or a manager?

      CHAPTER 27:

      Now what?

      CHAPTER 28:

      You are the captain of your ship

      ***

      ABOUT THE AUTHOR

      ACKNOWLEDGEMENTS

      WHAT PEOPLE SAY ABOUT CYNTHIA

      COPYRIGHT

      © Cynthia Wihardja 2019

      All rights reserved. You have been granted the non-exclusive, non-transferable right to access and read this e-book on screen. No part of this text may be reproduced, transmitted, downloaded, decompiled, reserve engineered, stored in or introduced into any storage and retrieval system, in any form or by any means, whether electronic or mechanical, now known hereinafter invented, without the express permission of the publishers or the copyright author.

      DEDICATION

      To my beloved Dad.

      You were right!

      PREFACE

      Sales is a very entrepreneurial role.  Being in sales is like having your own business. 

      Compared to other roles in the company, you have more control about your take-home income.  If you want to be poor, then don’t make an effort to meet your target.  If you want to be rich, then exceed your targets. 

      Of course there are many things outside your control, such as: the size of your targets, the quality of your products & services, and the market situation.  But there are also many other things you can control, such as: your knowledge, your self confidence, your techniques, and your activity level.

      Sales as a job is often seen as something you do before you get a real job.  It’s not done with pride and the results are usually mediocre.

      My goal is to equip you with real-life tactics to make more money as a salesperson and to increase your influence in your market & organization.  To do this, I will share lots of stories and give you some thinking time questions to improve your game.

      These are my notes from the last 21 years in business as a salesperson, sales manager, marketing manager, business turnaround specialist, business coach, master NLP practitioner, and an owner of a very leveraged autopilot business. 

      I don’t suggest you read this book in one go.  Take time to do the thinking time questions, make some real action plans, and get someone to keep you accountable on it. 

      Enjoy the read.  Thrive from the application.

      ***

      Your book is really simple and practical.... Super loved it. Got so many ideas.  We made a training out of it by discussing one chapter per session and brainstorming how to implement it in our business.

      -Monic Christian, Founder, Tes Bakat Indonesia

      CHAPTER 1

      ***

      MOST SALESPEOPLE JUST SURVIVE.

      THEY NEVER THRIVE.

      I can’t tell you how grateful I feel to have spent most of my career in sales.  It has taught me so many life lessons about handling rejection, courage, communication, people-skills, resilience, and many more.  It has increased my personal sense of security knowing that I know how to make money.  No matter what life throws at me, I feel more confident that I can handle it.  And that, to me, is priceless!

      But most people don’t graduate from school aspiring to be a salesperson. Salesmanship is not even a major in university, as far as I know.  I hope one day it will be.

      Usually, we end up in a sales job because we couldn’t really get a job elsewhere, or feel the jobs we’ve tried weren’t really that interesting.  After all, most companies will hire us as a salesperson if we look smart, smell relatively good, and look eager. 

      And so we take the job and realize what an utterly humbling experience it is.  Contacting cold leads, getting rejected, making presentations, waiting forever for a response, and finally… when we do get that first purchase order, the finance department makes us go back and ask our client to fill out a 37-page form.  And so in our quiet moments, we wonder: Why, God? Why?!

      Most sales people I’ve met are just in it to SURVIVE, so very few of them actually THRIVE. Let’s look at some things that may limit their success. 

      1. They are Not Proud to be a Salesperson

      I have always wondered why the sales role is often referred to as marketing.  There’s clearly a huge difference between Marketing and Sales.  Marketing is the generation of leads, creation of strategies, analyzing trends, and creating programs for sales people to sell.  It’s a very strategic role. Sales, on the other hand, is taking those programs and connecting people who need it. to become sales, on the other hand, take those programs and connect them to people who need it. It’s a process of conversion, not just lead generation.  It takes more people skills.

      But why are people masking it? Why aren’t they proud to be called sales people? And if they’re not proud of the role, how can they be proud of doing it?  And if they're not proud of doing it, how can they succeed? And how can they make money?

      Of course there are organizations that use different titles to present a different image of the sales person, such as Business Development.  That’s fine.  But my point is that you have to be proud of what you do and own up to it.  That, in my experience, is critical to success. 

      2. They Don’t Know WHY They Do It

      It’s hard to be great at anything in life without clarity of a personal WHY and the same goes for sales.  When I ask sales people why they do what they do, they say:

      Have you taken time to discover your personal why?

      I don’t believe people work for companies.  We may be administratively employed by one, but in our hearts, we work for ourselves and our families.  We work to build a future for ourselves.  In that sense, everyone is in business for themselves even if they do

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