How many times have you caught yourself making things more complicated than necessary? How many times have you given yourself a headache because you made things more difficult than they are? How often do you take a step back and review where you are, where you’re going, and how you’re getting there? Maybe today is just as good a day to take a step back.
It’s so easy to get caught up in all your to-dos. It’s so easy to keep your focus on the next thing instead of the main thing. The hardest part is taking a step back and looking closely 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 add up your sales success in 3 Ss. If you only do these 3 things right, you will enjoy sales success:
- Resolving problems
- Sell solutions
- Serve customers
How would potential buyers know you do these things? Would your current buyers say you do these things? How do you know in both cases?
What are your current sales results?
How many customers do you have?
How many prospective customers are progressing through your sales process?
How many potential customers are in your marketing funnel?
If you answered these questions with real numbers, as you should, then you also have a good idea of what you think those numbers should be. The two numbers are not the same, right? If so, it may be time to stretch and get better results.
Do you know why so many people struggle to sell? It’s not because they can’t close the deal. Not because they don’t work hard enough.
Most people struggle to sell because they can’t tell people in an understandable, desirable way what problems they solve or what 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 measures?
Three rabbits are preparing for a race. Travis researches running shoes and running techniques. He tries different shoes and different techniques and never sticks to one, always on and off. Tim researches everything he needs to run the race. He talks to other racers and asks them how they would 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 jumps off the starting block, sees nothing but the finish line, and runs with everything he’s got. Travis tries to change his running techniques while looking at the back of Todd’s head. Tim doesn’t get off the grid because he can’t decide what to do.
Todd wins the race easily because Todd was the only runner focused on taking action. Todd knew that if he just lifted one foot and put down another, he would finish the race. What he failed to realize was that focused action, focused on right action, will always win the race.