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A Very Simple Numbers Formula That Will Make Many More Sales |  November 07, 2018 (0 comments)


Tampa, FL--Do you wait for special events to call your customers for appointments? Here's a "Ninja Mind Trick" to increase your sales: make one day a week "event day" for your personal business.

Let me tell you about an amazing gempreneur. During the week she is a flight attendant with a major airline. She is also a top performers at one of the country's most renowned jewelry stores...ONE DAY PER WEEK! How does she do it? She treats her Saturdays as "event day" for her personal business. All week long she is communicating with her clients as she awaits her next flight. She sets up Saturday appointments so that her day is jam-packed with clients ready to purchase--which is no different than preparing for a trunk show or other "official" in-store event.

It's a numbers game: 

  1. Minimally, out of 10 communications with clients, one will make an appointment.
  2. Minimally, 50% of your appointments will show up for their appointment. (Remind them two days before and more will show up.)
  3. 90% of those who keep their appointment will purchase.

Now let's convert a dollar sales goal into number of calls needed to achieve it.

  1. $10,000 (My Saturday Goal) / $2,000 (My Average Transaction Amount) = 5 Transactions of $2,000 needed to hit goal.
  2. 5 Transactions / .09 (90% will purchase) = 6 people needed to show up
  3. 6 people needed to show up) / .5 (50% will show up) = 12 (number of appointments needed)
  4. 12 appointments needed / .1 calls will make appointments) = 120 calls need to be made
  5. 120 calls per week / 5 day work week = 24 calls per day.
  6. 24 calls per day/ 8 hour workday = 3 per hour. Can you do it?

Stay brilliant! --Terry

Terry Sisco is CEO of Exsellerate, Inc., funny-maker, uplifter, mischief maker, father. Exsellerate has revolutionized retail sales training and made it "entertrainment," given it a millennial voice, made it ridiculously easy to learn on-demand style through social media platforms, and given sales consultants a sense of community, purpose, and the tools to crush their sales. Like us at, call us at 813-787-7355, email at, and visit us at

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