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 more difficult than they are? How often do you step back and review where you are, where you are going, and how you will get there? Maybe today is as good a day as any to take a step back.
It’s so easy to get caught up in all your to-dos. It’s so easy to focus on what’s next instead of what’s most important. The hard thing to do is take a step back and take a hard look at 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 these 3 things correctly, you will enjoy sales success:
- solve problems
- Sell solutions
- To serve the clients
How would potential buyers know that you do these things? Would your current buyers say that you do these things? In any 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 customers 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 of what those numbers should be in your opinion. The two numbers are not the same, are they? If they are, then maybe it’s time to stretch and achieve better results.
Do you know why so many people have a hard time selling? It’s not because they can’t close the deal. It’s not because they don’t work hard enough.
Most people struggle to sell because they can’t tell people in a desirable and easily understandable way what problems they solve or the solutions they sell.
How will you close the gap between the results you have now and the results you want? What actions should you take? When will you take those steps?
Three rabbits prepare to run a race. Travis researches running shoes and techniques. He tries different shoes and different techniques, never sticks with just one, always on and off. Tim researches everything he’ll need to run the race. He talks to other runners and asks how they would approach the race. Todd just runs every day.
On race day, Todd gets into running position, Travis keeps changing his shoes, and Tim keeps asking others for ideas. As he fires the gun, Todd jumps off the starting block, seeing nothing but the finish line and running with everything he’s got. Travis tries to change his running techniques while he watches the back of Todd’s neck. 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 racer to focus on acting. Todd knew that if he put one foot up and the other down, he would finish the race. What he didn’t realize was that focused action concentrating on the right action will always win the race.