As part of our ongoing series to uncover top sales techniques and tips from the experts, we spoke to Vishnu Annapareddy of Centurion Organisation and Appco Group Asia partner. This is what he had to say about a seminal career moment and the impact it had on his sales career.
“Many people seem to think that you need to have a vast repertoire of skills to be successful in sales. Ultimately it comes down to simple maths – numbers really do count.
“When I joined Appco Group Australia 12 years ago, I had no idea about how to master the art of selling. Common sense and intuition led me to conclude that if I spent time with the sales ‘high rollers’, I’d be able to learn all their secrets and tricks of the trade.
Hit your numbers and know your ratio
“One of those people was a guy called Barry. Not only did he obliterate targets and set new records, he did so consistently. But how did he make it look so easy, so effortless almost? Was there some kind of magic formula? As you can expect, I was intrigued and eager to absorb any knowledge that he would share with me.
“As the new kid on the block, I looked up to Barry. I figured that he must be doing something out of the ordinary, perhaps using some complicated mathematical equation. So when I finally plucked up the courage to ask him what the secret to his success was, I was taken aback by his answer:
‘You’ve got to hit your numbers every day. Vishnu, what’s your ratio?’
“To me ratios meant basic fractions. Little did I realise that sales is about ratios. Looking at my somewhat bemused face, Barry quickly understood that I really didn’t have a clue. He continued with his explanation:
‘Vishnu, sales is a numbers game. Succeeding in sales is about knowing your ratio and working tirelessly to hit your numbers.’
“The ratio we’re talking about here is the number of closes per sale (a close is defined as a completed full presentation to your potential customer). For example, let’s say that the ratio is 5 closes:1 sale (ratios vary depending on length of stay and accumulated experience of the salesperson).
So, if you want to achieve 2 sales today, you need 10 closes, and so on.
“All the sales training courses and events that I subsequently attended during the years have certainly helped me close more sales within a stipulated time. But I first needed to hit my numbers/ratio in order for those sales to happen.
“I never forgot Barry’s words and they’ve stayed with me throughout my career. Sales is indeed a numbers game.”
Save the date: Saturday 24 September
Venue: Hilton Hotel, Kuala Lumpur
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• Gain expert insight from Asia’s top salespeople
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• Increase your personal and team sales
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