Until you have become a professional salesperson, you may not realize that selling is an art and a science. The science part lets you predict exactly how much you can earn weekly, monthly, and annually.



With the Sales Secret, I have trained thousands of salespeople. I will reveal that same secret to you today. Hundreds of times this secret has been proven over and over by each of the thousands of salespeople I have trained.

I discovered this secret in 1981 when I started counting calls, presentations, and sales of my 7 salespeople, and I confirmed this over and over for myself after I moved to Denver, Colorado in 1984 and made my living selling for various companies.

I was selling the same product over the telephone for an entire year. In a six-day work week, may goal was 36 sales for the week, 6 sales every day. I was averaging one sale for every 10 phone presentations. Doing the math: if I made 60 phone presentations every day, I would average 6 sales every day.

Every week I made my 36 sales, so every week I knew exactly what income I would make. It was better than a salary, because if I wanted more income I could make it by doing 1 of 2 things:

A. Make more presentations B. Improve my ratio of sales to presentations.

I worked a split shift, so I was fortunate to have 5 hours every day to do whatever I wanted because I worked a split shift. from 9:00 AM to noon and from 5:00 PM to 9:00 PM. I used this time to improve my sales skills and knowledge, reading books written by sales, self motivation, and self improvement experts. None of the other salespeople used their off shift time that way.

Often the rest of the sales crew would tease me that I read too much, but I just laughed with them and kept on reading.

I improved my ratio to 1 sale for every 8 presentation calls in just two months by developing the sales skills in the books I read. By the end of one year, my ratio had reached 1 sale for every 3.2 presentations.

I knew the exact tone inflection to use on which prospects, which close to use and when. This knowledge came from the practice of making the calls and from the things I had read. Since I was responsible for the outcome of every call, I knew that I alone controlled how much money I would make each and every day.

Perhaps you yourself have thought that being in sales was an uncertain profession. But I can tell you that sales is actually very certain. My personal sales ratios did not vary past 1 sale per 3.2 or 3.4. Sales was not uncertain for me, and if you use my methods it will not be uncertain for you.

Here is The Magic Secret of Numbers and Statistics in Sales.

At first you may not see the point in tracking your sales statistics, but when you see the high income you can earn using this system, you will find your sales statistics to be much more interesting. I started by tracking my sales statistics, and this was the key. Keep reading, my secret magic system will be revealed before your eyes:

1. You need a product or service that people have a need and desire to possess.

2. You must have a consistent schedule. The numbers will NOT work for you if you do not keep a consistent schedule.

When I was tracking my response I would have days with no sales, a few sales and sometimes a lot of sales. The numbers did not work for me a day at a time. By by the end of each and every week I would have my average total for the entire week.

An example week with an average of 1 sale per 10 presentations might go like this: Monday through Saturday 60 sales presentations every day. Monday 4 sales, Tuesday 0 sales, Wednesday 10 sales, Thursday 8 sales, Friday 7 sales, Saturday 7 sales. Total for week 360 presentations 36 sales.

It was impossible to predict which days I would make the sales. But I knew for a fact that if I kept to the rules of the system, by week's end I would have my average. I could not skip one day or a shift, because my average was thrown off. When I was ill, it also affected my average. But as long as I kept things the same from week to week, my sales were consistent and I made money.

You can make the system work even if you can only work 1 hour every day. I recommend that a good schedule should be something every day for 5 or 6 days per week. But you must pick one schedule and do that schedule over and over.

3. A simple calendar on a piece of paper will do, but no matter what type of calendar you use, you must track your presentations and sales.

Track only your presentations and sales. You may need to make several calls to arrange a presentation, so calls or call backs are totally unpredictable. You don't need to write down each and every call, just the presentations and sales.

A presentation is defined as an attempt to explain your services to a person that has the authority to buy, and gives you a yes or a no. If they tell you call back that is not a presentation. If they are not the owner or person that can buy from you that is not a presentation.

4. A sick person can sell some, but a sick person will not be able to see consistency in their sales work. You must keep yourself healthy. You need rest, some exercise, a good diet, and some recreation to stay at your peak.

5. In my opinion, Napoleon Hill's, Think and Grow Rich is one of the all time best sales books, but you will find a lot of helpful books about sales. I also recommend listening to tapes and seminars about improving your sales craft. It took my sales skills to the next level and it can do the same for you.

6. How many sales do you want to make each week, each month, and over the next year? Write it down! These are your weekly, monthly and yearly sales goals. I recommend posting that in a prominent place you will see every day.

I tell my new salespeople they will be able to achieve 1 sale for every 10 presentations. I tell them they will make more sales per presentations as they get practice in selling if follow my wise secrets.

AND THERE YOU HAVE IT, all the secret have been revealed on the MAGIC of numbers and statistics in sales.