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Guest post by: Leanne Hoagland-Smith Become an Author

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How to win more sales in the business race reminds me of Aesop’s classic fable of the tortoise and the Hare. You remember this story about a fast rabbit and a slow turtle. The rabbit ran "lickety split" thinking that he could outrun the very slow and methodical turtle. He then decided to take a short nap. When he awakened he saw the slow turtle crossing the finish line. Lesson learned was “Slow and steady wins the race.”

In the goal to increase sales, how many times do you see all the hares (sales professionals including small business owners, realtors, financial advisers to insurance agents) racing from this business networking event or meeting to the next one? Many of them don’t have a plan and for those who do, they probably do not consistently follow that plan or make any course corrections when events outside of their control change the race.

Some of these folks believe that what they are doing is working. They are reluctant to change, to embrace new ideas so that they can win more sales. Research by Alan Deutschman in his book "Change or Die," revealed that only one out of 10 people will actually change. Possibly this is why the definition of insanity – doing the same thing over and over again, hoping for different results is so very much alive.

Now look around at the other contestants in the business race. Some of them are very much like the hare. Their marketing and selling activities are very steady. They take the time to survey the course and make the necessary course corrections when those surprise boulders close their path. These folks grow their businesses every year through deliberate actions. They have a written action plan and understand how to achieve their goals consistently, day after day, month after month and year after year. You will not find these folks asleep under a tree waiting for their competition to catch up.

If you want to know how to win more sales, look at your current behaviors. Are you racing around like the foolish rabbit and taking time off to let the competition catch up? If so, then you are probably working harder not smarter. Now is the time to create your business action plan to increase sales and learn the value of slow and steady wins more sales.

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