How many times have you caught yourself making things more complicated than necessary? How many times have you caused yourself headaches because you made things harder than they are? How often do you step back and review where you are, where you’re headed, and how you’ll get there? Perhaps today is just as good a day as any to step back.
It’s so easy to get caught up in all your to do’s. It’s so easy to keep your focus on the next thing rather than the most important thing. The hard thing to do is to step back and take a hard look at just exactly what you’re doing, how you’re doing it, and the results those actions produce.
When it comes down to it you can sum up your sales success in 3 S’s. If you do just these 3 things correctly you’ll enjoy sales success:
- Solve problems
- Sell solutions
- Serve clients
How would potential buyers know you do these things? Would your current buyers say you do these things? In either case, how do you know?
What are your current sales results?
How many clients do you have?
How many future clients are advancing in your sales process?
How many potential clients are in your marketing funnel?
If you’ve answered these questions with actual numbers, as you should have, then you also have a good idea what those numbers should be in your opinion. The two numbers aren’t the same, are they? If they are, then perhaps it’s time to stretch and achieve greater results.
Do you know why so many people struggle to sell? It isn’t because they can’t close the deal. It isn’t because they don’t work hard enough.
Most people struggle to sell because they can’t tell people in an easily understandable desirable way what problems they solve or the solutions they sell.
How will you close the gap between the results you have now and the ones you want? What actions must you take? When will you take those actions?
Three rabbits prepare to run a race. Travis researches running shoes and running techniques. He tries different shoes and different techniques never sticking with just one always switching on and off. Tim researches everything he’ll need to run the race. He talks to other racers asking them how they’d approach the race. Todd just runs every day.
Race day Todd gets in position to run, Travis keeps changing his shoes, and Tim keeps asking others for ideas. When the gun goes off Todd leaps from the starting block sees nothing but the finish line and runs with all he’s got. Travis tries changing his running techniques as he watches the back of Todd’s head. Tim doesn’t leave the starting block because he can’t decide what to do.
Todd easily wins the race because Todd was the only runner who focused on taking action. Todd knew if he just picked one foot up and put another down he’d finish the race. What he didn’t realize was focused action concentrated on right action will always win the race.