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Sell More & Work Less Excerpt:
Tip 29 Use the 1/10th of 1 Percent Sales Price Rule or Create Your Own
Let’s say you’re selling a survey research service costing $10,000. Does the dollar amount represent a small or large investment for your prospects? One way to answer the question is to use the 1/10th of 1 percent rule. I created this metric for many of the solutions I represented over the years and it was both simple and helpful. If your company is trying to sell a $10,000 solution to a prospect which has $1 million in annual revenues, your solution would cost them 1 percent of their revenues. That’s a fairly significant number to them, one which is likely to require scrutiny, perhaps requiring the CEO to sign off on the purchase.
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Your Virtual Success Excerpt – I Brushed the Sand Off My Suit
My days began abruptly at 5:45am with a loud blast of music from the clock radio on the dresser. I would shower, shave, and put on a suit, shirt and requisite tie. If there was time, I’d eat a bowl of cereal, pour some coffee in my travel mug and head out the door at 6:45am. If I was lucky, 45 minutes later I would pull into the parking lot at 7:30am. Assuming I had the customary and usual reports, meetings, conference calls and email threads, I would get back in my car around 6:30pm, and arrive home around 7:15pm. I would repeat this routine five days a week, except on travel days when I’d get up at 4:30am to make a 7am flight. These were extended hour days which often exceeded 16 hours before settling down at my non-descript business hotel. Now let’s fast forward to a more recent work day.
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