The Law Of Incremental Improvement

Earlier in this chapter, I mentioned the law of incremental improvement and how important it is to your success. There\’s a simple formula that you can use to apply this law to dramatically increase your knowledge and skills and to leverage your talents and abilities beyond anything you\’ve ever imagined. We call this the 1000 percent formula. By following this formula, you can increase your productivity performance and output by 1000 percent or more over the next 10 years. How does it work? It\’s actually quite simple. The formula is based on Kaizen, the Japanese philosophy of continuous betterment. By improving yourself and your abilities by one-tenth of one percent per day, you can increase your overall productivity, performance, and output by one-half of one percent in a five-day week. If you become one-half of one percent better per week, that will translate into a two percent improvement every four weeks or a per six percent improvement over the course of a 13-month year. Question is it possible for you if you really wanted to; to improve your overall productivity, performance, and output by 26 percent over the next 12 months? Put another way. Can you buy reading, learning and applying new ideas and information every single day become one half of one percent better per week over time.

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And the answer based on the experience of thousands of people is, of course. Could you continue this 26 percent per year improvement year after year for 10 years? And the answer is yes. If you decide to. The results 26 percent multiplied times 10 years with compounding needs an improvement of approximately 1000 and eight percent. This huge improvement requires only that you become just one-tenth or 1000 of one percent better each day. So how do you do it?


The thousand percent formula consists of seven steps.

Step One. Read 30 to 60 minutes per day in your field every morning. This reading will translate into approximately one book per week, 50 books per year, and 500 books in 10 years. Reading one hour per day each morning in sales or business will make you one of the most knowledgeable, skilled, and highest-paid people in your field in the nation over time. The below books are my personal reading assignments/list for the next three months. As a business owner and Business, Health, and Life Coach I read more books for knowledge and for fun. I teach my children to do the same by exploring what they wish to learn via reading.
Step Two in the thousand percent formula is for you to rewrite your major goals in the present tense each morning. Use a spiral notebook by rewriting your goals every morning. You impress them deeper and deeper into your subconscious mind. You activate all your mental powers. You become more focused, channeled, concentrated, and more effective at achieving your goals. This one exercise of rewriting your goals each day can all by itself gives you a thousand percent increase over 10 years.
Step Three. Plan every day in advance. The best time is the night before or the weekend before. Think on paper; always work from a written plan. Organize your activities by priority so that you always have a clear track to run on. One of the major reasons for underachievement and failure in selling is that failing to plan is planning to fail. All top salespeople and business people work from a written plan, and they use a structured time planner, either online or in hand, to organize every activity of the working day.
Step Four. Always concentrate on the most valuable use of your time. The primary reason for individual success in America is that top people do more things of higher value. The number one reason for failure in America is that people spend too much time doing things of low value or even no value. When you discipline yourself to always concentrate on the most valuable use of your time, every minute of every day, you\’ll accomplish more in a few months and years than the average person accomplishes in a lifetime.
Step Five. Listen to educational audio programs in your car. Turn driving time into learning time. Turn your car into a university on wheels. The average professional spends 500 to 1000 hours each year in his or her car. If you turn this time into high-quality educational time, you will become one of the smartest, most skilled. And most highly paid sales professionals in the country.
Step Six ask two questions after every sales call or after any situation. The first question is, what did I do right? Think of everything you did right in that sales presentation. This helps you to recall and repeat those things for your next presentation. The second question is, what would I do differently? Do an instant replay of your sales, call and evaluate it in terms of how you could improve it next time by thinking of what you did right and what you would do differently. You emphasize the positive and ignore the negative. You set yourself up mentally to repeat the best aspects of your most recent presentation and to be even better in the future.
Step Seven in a thousand percent formula is simple. Treat every person you meet like a million-dollar customer. Treat everyone you meet as though he or she were the most important person in the world. Since each person already thinks that he or she is the most important person in the world, when you treat people as if they were, they were like you and appreciate you and want to do business with you more than with anyone else. You are your most valuable asset. Your time is your most precious resource. And by working on yourself and using your time well to increase your earning ability, you can become one of the most competent, most confident, most skilled, and highest paid people in your profession.
The average salesperson in America works only one and one-half hours per day, approximately 20 percent of the time, according to a study by Columbia University and corroborated by research from sales and Marketing Management Magazine. This statistic hasn\’t changed in more than 50 years. The average salesperson makes about two calls per day and spent most of the rest of the time on idle socializing, personal business paperwork, shuffling business cards, phone calls to friends and family, surfing the internet, and travel time but not the top salespeople. The top salespeople make every minute count from morning to night. They did all of the personal management skills that virtually guarantee that they will be among the top 10 percent of producers and earners in their fields. And so can you. Sales success, in its simplest terms, requires clearly written and executed sales goals, plans, and activities. Clarity is the key. Self-discipline is the guarantee. Take time out to think and make sound decisions on what you need to do and then discipline yourself to do it over and over until you get the result you desire. Start with your personal income goals. How much do you want to earn over the next 12 months? All top salespeople know exactly what they are going to earn in the coming year. Poor salespeople usually have no idea they have to wait until they get their W-2 forms at the end of the year to figure out how well they did. Once you have written down your annual sales goal, divide that figure by the number of months, weeks, days, and even hours you intend to work to achieve that goal. For example, if your goal is to earn $50,000 next year. This means that you will have to earn approximately $1,000 per week. $200 per day and $25 per hour for an eight-hour day.

> Rule: Here\’s the rule. Once you have decided that you need to earn $25 per hour in order to earn $50,000 per year, refuse to do anything that does not pay $25 per hour.

Do not drop off your dry cleaning, surf the internet, pick up your laundry, shuffle your business cards or make your own photocopies. These activities do not pay $25 per hour. Ask yourself continually Would I pay someone else $25 per hour out of my own pocket to do what I\’m doing right now? If the answer is no and slam on your personal breaks, stop engaging in that activity and start doing the things they can pay you $25 per hour or more.

And what are those activities? They are prospecting, presenting, and closing sales. When you are selling, you were in the business of creating and keeping customers. You get paid $25 per hour or more for new business development. Everything that you do that is not developing new customers, and new businesses is a relative waste of your time. Once you have determined the amount of money that you want to make per hour per day per week, per month, and per year. Define your work in terms of the activities necessary to achieve that level of income. How many calls will you have to make each day? How many presentations, how many proposals, how many follow-up calls, and ultimately how many sales?

Here\’s the key. Activities are controllable. Sales are not.

You can never tell with complete accuracy where your next sale is coming from. But if you control the activities that go into each sale, you can indirectly control and determine the number of sales you will eventually achieve. Once you have set clear income goals for yourself and the upcoming sales period, you need clear sales goals as well. How much of your products and services, and which products and services will you have to sell to achieve your income goals? The very best salespeople are absolutely clear about what they have to sell to achieve their overall income targets. You must be clear as well.

Perhaps the most important part of striving towards sales success is your personal goals. Sales success and a high income are really and just means to an end. The reason you want to be successful in your career is because there is so many things that you want to have and enjoy in your life. So what are your goals in those areas? The highest achieving salespeople have clear, specific written goals, time-bound, and with both deadlines and some deadlines. Unsuccessful salespeople have very vague goals, usually just fantasies and wishes that have no energy to drive them forward.