Luv Catz Sales Blog (4)

Monday, 31 December 2012 08:38

Top Ten Sales Tips

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Top Ten Things About Sales

 

  1. People want to say Yes 

  1. Rejection is 90%

  1. Start with them saying No

  1. Always Be Selling, Always Be Closing, Always Be Learning

  2. Learn From Your Mistakes, But Most Important: Learn From Others’ Mistakes

  3. Sometimes It’s Not What You Say, It’s How You Say It

  4. Be a deal maker Be a helper/adviser

  5. Practice positive self-talk continually. Control your inner dialogue. Talk to yourself the way you want to be rather than the way you might be today.

  6. Take positive action toward your goals, every single day. Be proactive rather than reactive.

  7.  You have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold.

Friday, 30 November 2012 13:54

Know Your Product

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Know Your Product

One of the fun things about fashion sales is it is fun to get to know your product. Fashion styles and trends along with fashion history will guarentee you sales success. You can help your friends better the more you are in the know. That is what they will be depending on you for. You knowledge and flair will help them get the clothes they need so they can shine and feel good about them selves. Fashion blogs are a good way to start. Here is a list of some of my favorites that I read every week. Start your own blog as well. This sets you up as an expert in your friends group and can lead to more sales with others contacting you to be your friend.

 

Blog List

 

http://www.thesartorialist.com/

http://www.garancedore.fr/en/

http://www.whowhatwear.com/website/home.php

http://thehautepursuit.com/

http://stylebubble.typepad.com/

http://www.vanessajackman.blogspot.com/

http://www.knighttcat.com/

http://www.thecherryblossomgirl.com/

http://www.fashionologie.com/

http://www.nittygrittynow.com/

Monday, 12 November 2012 16:52

80/20 Rule

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The 80/ 20 Rule

“ Many Might Go to Heaven With Half the Larbo They Go to Hell”  - Ben Johnson

One of the most important rules of sales is the 80/20 rule. For sales it basically states that 80% of your sales will come from 20% of you friends.  ( Here at Luv Catz we call our customers friends because that is what they are.)

 

Here is the definition from Wiki Pedia

The Pareto principle (also known as the 80–20 rule, the law of the vital few, and the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes.[1][2]

Business-management consultant Joseph M. Juran suggested the principle and named it after Italian economist Vilfredo Pareto, who observed in 1906 that 80% of the land in Italy was owned by 20% of the population; he developed the principle by observing that 20% of the pea pods in his garden contained 80% of the peas.

What does it mean to you as a Luv Catz Sales Rep. Time spent identifying these 20% and working on helping them with their needs will be time very well spent as these are the friends that are going to build your success.

You can create more sales with less effort. This may seen counter intuitive as we are taught a linear relationship between effort and success but this is not the case as the study of systems suggests. Remember that business and sales is a cash flow system. We will talk about Systems in a future sales blog.

One question to keep asking your self is “What will give me the best result with much less energy?” We want high reward with the least effort and our job is to identify this system and path. We are not working for work sake we are working for results. Work efficiently and you can get huge results.

Look at your list of potential friends try to identify the traits as you start to sell that the repeat buyers have in common. Are they members of clubs? Do they go out a lot on the weekends? Do they travel? What majors tend to spend more money on clothes?  All of these questions can help you build your 20% profile.

Once you have this profile completed (It is a good idea to keep in writing what this profile entails) you then can spend 80% of your time with these friends and recruiting friends with similar profiles. This will be your core friends group. They will give you repeat business and you can tailor your marketing and presentation to this group. Some of this may look hard but like exercise it becomes easier as it becomes routine.

 

We will be talking more about this in future blogs. Look for the 80/20 principle in other parts of your life as well.

 

 

Let’s get Nerdy Here

( more Wikipedia)

It is a common rule of thumb in business; e.g., "80% of your sales come from 20% of your clients". Mathematically, where something is shared among a sufficiently large set of participants, there must be a number k between 50 and 100 such that "k% is taken by (100 − k)% of the participants". The number k may vary from 50 (in the case of equal distribution, i.e. 100% of the population have equal shares) to nearly 100 (when a tiny number of participants account for almost all of the resource). There is nothing special about the number 80% mathematically, but many real systems have k somewhere around this region of intermediate imbalance in distribution.[3]

 

The distribution is claimed to appear in several different aspects relevant to entrepreneurs and business managers. For example:

  • §80% of your profits come from 20% of your customers
  • §80% of your complaints come from 20% of your customers
  • §80% of your profits come from 20% of the time you spend
  • §80% of your sales come from 20% of your products
  • §80% of your sales are made by 20% of your sales staff[9]

Therefore, many businesses have an easy access to dramatic improvements in profitability by focusing on the most effective areas and eliminating, ignoring, automating, delegating or retraining the rest, as appropriate.

 

Wednesday, 31 October 2012 11:29

Create Your Dream- Create Your Day

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1. Create Your Day

You are your own creator. Plan your day the way you want and make it happen. Get into the habit of predetermining your success; this is very important. We tend to run on autopilot, never giving a second thought to what we want to create. Write it down. The best tool is a white board in your office or bedroom.

 

There is great power in setting your daily intentions, especially in any area where sales are concerned. Start your day by taking 5 minutes to write down what you would like to experience throughout your day.There is so much energy in the written word. Consider answering the following questions to give you some ideas: Who do you want to attract? What kind of interactions do you want to have? How would you like your day to unfold?

 

Pick one or two goals for the day no more. This makes you list doable and your goals obtainable

 

2. Start With The Positive Engery Of Gratitude

I always start each day with a twofold writing process. The first i I write out what I want my day to be like (the very same exercise as above), Step two I fill out a page about what I am grateful for.

Gratitude softens your energy; it opens your channels of receiving. I write down all of the things that occurred the previous day which I am grateful for. You can also add more permanent things like your health, youth, financial abundance, and shared laughter with a good friend There are so many things we take for granted each day. Practicing gratitude is one of the most important rituals you can practice to invite more abundance into your life. It sets in motion positive forces in your mind. This will combate any negitive things you may encounter during your day. Many famous people have started their day this way.

 

 

3. Power Up

Make sure you feel good first. Your sales will be greatly influenced if you’re in a rush, hungry, in a negative mood, or feeling drained. The art of “sales” is all about energy, an exchange of energy between two people.

Make no mistake that people buy your energy not your product or service. So make sure you feel good before you start your day. Take the time to put your needs first — make them a priority.

Make sure you get plenty of rest,eat well, and take care of pressing matters first so you can really be present with your clients.

 

4. Dress Each Day for Success

Back in the 50's and 60's women did not dream of going out of the house unless they looked great. This might sound so cliché, but it is true! You’ve probably heard this a thousand times, I know, but I’ll say it again because it’s worth repeating. When you dress for success you not only send a message to the world and clients that you are important and are worthy of their respect, but more importantly you also send yourself that message. Take the time to look and feel good. You can even pick out your outfits the night before if you know you tend to feel rushed in the mornings — this also ties in to taking care of your needs.

When you dress well you feel well, and that’s what makes or breaks your day in the scheme of things. I guarantee that this is one of the most important things you can do for yourself.

 

 

 

 

5. Make a List and Keep It Simple

If you find yourself scrambling to get loose ends tied up, as most of us do, write a list of things that have to get done throughout the day. It’s a simple little three minutes that can save you more time than any other trick I know.

If you know you have to make sales calls, write that down as a top priority. Set a timer. Make your goals and start calling, knocking on doors, adding friends on Facebook, or whatever else you do to get in front of your prospects. It helps to start your day with the tasks that are the hardest and most frightening because we tend to make them bigger in our minds than they really are. Do not make the list too long and break big goals down into micro goals.

I love the feeling of satisfaction I get from crossing things off those lists. I organize my week on one sheet of paper. Business compartments on one side, personal life on the other.

 

6. Remember to Deliver Value first

It can be easy to get excited about the money in sales. Remember your job first and foremost is to deliver real value to your clients. If you focus on how you can really help your clients by showing them how your product or service will benefit them and focus your attention there. Your sales will sky-rocket. People can feel what your priorities are and if it’s not them, they won’t be opening their wallets!

 

7. Have fun!

Sometimes we can work too much, so taking the time to unwind, relax and have fun can be just what the doctor ordered. When you’re stressed and whacked out you aren’t productive. There is only so much you can do before you need to recharge your batteries. Make sure there is fun-time planned into your week too. On my weekly organizer sheet I have my personal page, and on there are tabs including friends, fun, family, health, stuff to do, etc. When you come back to selling after time off you are always ready to go!

 

8. Have The Right Mindset

Your mindset will decide your success, so cultivate the right ideas about yourself and your business. Your clients need and want your products and services because it will make their lives easier.

It’s your job to bridge the gap and get them to realize it too. Some will love it and others won’t. Don’t focus on the ones who don’t or you’ll never get going and never build enough momentum to gather steam.

So don’t focus on the people who say no. They will always be there, you just need to expand your focus beyond the negativity.

 

9. Have Backup Tools to Work With

The biggest secret to my sales success are the energy tools I utilize to help bring me back to my present full power. It’s easy to get into a funk while selling, especially because you are going to get a lot of rejection. How you navigate rejection and self-regulate your perceptions will determine your ultimate success. I use a 2 min pep talk to myself in front of a mirror. It works wonders to revitalize your self and your day.

 

10. Smile — a lot!

Smiling lets people know you’re safe to approach. Your smile even transfers over the phone, so if you’re doing sales calls, get a mirror and practice smiling while on the phone. It’s a proven fact that your subconscious mind doesn’t know the difference between imagined ideas and reality. If you can think about something sad and trigger tears, why not smile instead and trigger more feelings of joyful abundance?