How to Sell Anything to Anybody Ch 19

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Questions and Answers

What is the primary benefit of hiring employees according to the author?

Employees help with customer interactions.

Employees handle all administrative tasks autonomously.

Hiring employees reduces overall business expenses.

They allow the author to focus on closing sales. (correct)

How did the author first realize the need for outside help?

He struggled to manage a large customer database.

He could not handle incoming customer inquiries alone.

Sales figures were declining without additional help.

The mailing list began consuming too much of his time. (correct)

What was a consequence of not hiring help, as per the author's experience?

He exceeded his sales targets significantly.

He lost customers while attempting to close sales. (correct)

He successfully handled all responsibilities himself.

He could not afford to hire any assistants.

What motivates the author to continuously improve his sales performance?

He wants to be the best among all salespeople. Signup and view all the answers

According to the author, what is a significant advantage of hiring help?

It provides an opportunity to delegate less critical tasks. Signup and view all the answers

What year did the salesman sell 614 cars and trucks?

1966 Signup and view all the answers

What significant change did the salesman implement in 1966?

He started promoting birddogs. Signup and view all the answers

Why did the accountant suggest hiring help to the salesman?

To focus more on closing sales. Signup and view all the answers

What was the salesman's total car units sold in 1965?

343 Signup and view all the answers

What did the accountant imply about salespeople making over $20,000 a year?

They can afford some part-time outside help. Signup and view all the answers

What role does Joey play in the sales process described?

He gathers customer information and reports it to the author. Signup and view all the answers

Why is it important for the salesperson to understand the customer's situation?

To help the customer manage the financial aspect of the purchase. Signup and view all the answers

What is implied about the relationship between Joey and the author?

The author can close sales more effectively with Joey's assistance. Signup and view all the answers

What is the primary motivation for the author's performance?

To provide the best fit and service for the customer in their purchasing decision. Signup and view all the answers

What does the author indicate about their preference for being a salesman versus a dealer?

Salesmanship provides more fulfilment and excitement than being a dealer. Signup and view all the answers

Study Notes

Building a Successful Sales Business

Early Success: In 1963, sold 267 cars; next year, 307; and in 1965, 343. Demonstrates effective sales strategies.
Identifying Strengths: By 1966, developed a focused approach using direct mail and promotion.
Impact of Professionalization (1966): Increased sales dramatically to 614 units, but increased workload became a concern.
Accountant's Advice: Accountant advised hiring help freeing up time to focus on key selling skills (closing).
Financial Justification for Hiring: Hiring help is a capital investment, recouping more profit than the cost. Salespeople earning over $20,000/year can often benefit from it.
Leverage through Help: Hiring help (various roles) isn't just about efficiency; it's about leveraging others' skills to enhance personal productivity.

Hiring a Sales Assistant

Initial Assistance: Initially hired a young man to greet customers, enabling increased individual time for closing deals.
Improved Efficiency: Customer waiting time was reduced, and interruptions were decreased.
Training the Assistant: Trained the assistant to qualify leads, conduct demonstrations, gather critical info.
Communication Process: Assistant reported to the speaker in the speaker's closing office setting. Facilitating reporting on the customer provided helpful, important info.
Increased Sales and Income: Successful hiring of assistance resulted in higher personal income.

Business Growth and Efficiency

Growth Trend: Growth emphasized by the author to justify continued investment, but work-life balance is important to ensure good health.
Customer Focus: Emphasis on understanding customers' needs and motivating them.
Maintaining High Performance: High performance through maintaining an aggressive sales strategy is crucial to business success.
Employee Effectiveness: The employee is trained to gather information as a "sales intelligence agent".
Maintaining Customer Focus: Ensuring the sale respects the customer's financial situation by offering favorable repayment terms.

External Support

Support Team: Further leveraging the team by hiring other support to handle post-sale administration, freeing up the main sales person.
Long Term Success: Growth was maintained and increased over time by hiring multiple staff members, allowing for increased focus on selling.
Adapting the Sales Strategy: Adapting the strategy to use all forms of support available.
Maintaining Control: Remaining in control of each sales process, while utilizing others for support functions.

Comparison to Dealership

Desire to Sell: Emphasis on the enjoyment and fulfillment of selling contrasted with the possible greater financial reward of running a dealership.
Business Fulfillment: Comparison to a dealership highlights the speaker's desire for continuous growth within the sales role.
Specialization in Selling: The speaker's unique approach emphasizes the ability to be most effective in the closing role.

Additional Sales Activities

Speaking Engagements and Training Films: Uses the platform to spread expertise and sell knowledge to other salespeople.
Value Proposition: Speaker's expertise is valuable and in high demand and benefits from leveraged hiring approaches.
Building a Career Path: Illustrates how the sales success led to further opportunities in training and knowledge sharing, building an expert presence in the industry.

Building a Sales Organization

Building Relationships: This process of leveraging help is vital to building a strong relationship between coworkers and leadership.
Leveraging Growth: Leveraging the extra profits from the investment to hire more help for continued growth within the business.
Employee Importance: Speaker's employees are essential parts of the system and crucial for continued success.

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Description

Explore the journey of building a thriving sales business, from early success in car sales to the strategic hiring of assistants. This quiz delves into effective sales strategies, the impact of professionalization, and the importance of leveraging help to boost productivity. Test your knowledge on how to enhance personal and team performance in sales.