Shoot for PAR

Shoot for PAR throughout the sales process. Focus on Planning, Accountability and Results to Heat Up Your Sales™

Here’s to your best year yet: 2014… Good Selling!

•        Planning

•         S M A R T

•        Setting objectives (what are your goals?)

•        S M A R T goals (WAY SMART)

•        Measuring (how often will you measure?)

•        Activities (high payoff activities)

•        Resources (people & money)

•        Must have management commitment

•        Training

•         Handling stalls & objections

•         pricing; check w/ husband; send info

•         Closing sales

•        Options close; Opportunity cost close

•        Trial close; Best Time close

•        Accountability (how often will you meet)

•        every Monday… every other Tuesday

•         discuss results & reasons for variance

•         compare to last year… what’s different

•         new or lost clients; sales rep quit;

•         no new clients; competition

Accountability Meeting Questions

•        Results ~ two kinds of results (good and bad)

•         Revenue; units sold; sales per unit

•        Compare them to plan and last year…

•         estimate; plan; last year and actual

•        Keep the meeting positive

•         List of KPI’s you should consider…