The Secret of Skyrocketing Sales

There are secret to be successful in sales. The followings are 6 of them:

1. To set goals. All successful set long-term goals and then they break those goals do into short-term goals. Goals allow a businessman to remain focused, and the more focused he or she is, the more successful he will be. Here’s a tip from elephant chains, a success course to many of the world’s largest corporations: when someone sets any sales goals he needs to break them down into daily goals, then write that number down every morning.
2. To follow a sales procedure. All great doctors, great lawyers, great technicians and great sales people have one thing common. They all follow a procedure that includes asking questions and listening to the customer.
3. To offer people options. People love to buy but they hate to be sold. Movie theaters, grocery stores and clothing stores all understand the principle of options. Great sales people to do too. By offering options someone allows his customer to remain in controls and he allow the customer to compare one of his services to another one of his services rather than compare it to what his competitors offer.
4. To practice. All great athletes and sales people understand the principle the principle of what’s referred to as muscle memory. It’s conditioning them to the point whereas they don’t have to think about what to do next. If they are a prizefighter or sales professional, their reactions are instinctive and they happen automatically. Practicing sales techniques on co-workers rather than customers is recommended.
5. Never look at selling as “linking deals” or “getting the dollars”.
Obvious a salesperson has to have sales goals and has to pay attention to the numbers. The truly eat sales people sell with their hearts rather than with pens. When a salesperson truly cares about people, and when the customers realize the salesperson cares more about them than their money, then and only then will he have the opportunity to sell.
6. To follow up with each and every customer. General electric studies have found that word-of-mouth advertising is there to five times more effective than any other media. Referral customers come to a salesperson with many things, yet none is more important than a belief in him. Subsequently, one sure fire way of driving up sales is by driving up his number of referred customers.

COMPREHENSION EXERCISES
1. Do you think the writer use these secrets to grow his own business?
2. Is daily goal more effective than monthly goal?
3. What is the advantage of setting goals?
4. Why does the writer suggest giving options to customers?
5. According to the writer, is practicing your sales techniques to the customers more important than practicing to co-workers?
6. What do you think the difference between long-term goals and short-term goals?
7. What does “offering options” mean?
8. What does the writer mean by “Never look at selling as “linking deals”?