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Moments of Truth Are Potential Opportunities for Sales Success
Written by: Leanne Hoagland-SmithArticle Overview: Are you finding moments of truth as potential opportunities or obstacles? How well you handled these experiences can deliver additional sales success.
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
Moments of Truth Are Potential Opportunities for Sales Success
Life has an interesting way of confirming what you know to be true. In the last 24 hours, I had four such moments of truth. The first one came from a subscriber to one of my lists. He unsubscribed leaving this comment: "Good information, but I have heard it before." What his comment did for me was to validate that there is no new information to build your business, to increase sales or to improve profits. Businesses seeking the quick magic fix will be left on the sidelines of business success.
The second moment came from a local small business professional who came up to me after a workshop presentation on "Stop Selling, Start Educating" for the Winfield & Lake of the Four Seasons Chamber of Commerce in NW Indiana. She politely shared with me that she had heard me speak a couple of times before and she did not like me. This risk taker (she took a risk by coming and by letting me know her thoughts) admitted to having to convince herself to attend the workshop. After listening to me third time, she realized that what I was sharing now made sense.
For those who have heard me speak, my sales and business presentations almost always include the power of committing your goals to writing because playing "Captain Wing It" by "spraying and praying your actions" will eventually cause you to crash and burn. Maybe this is why 96% of all small businesses fail in the first 10 years.
During this presentation, the third moment showed itself. When I asked those in the audience, "Who consistently commits all of her or his business goals to writing?" just one person raised her hand. She went on and said she achieves initially 60% of all written goals. The non-verbal language of some in the audience appeared to be questioning "Just 60%?" Her second comment revealed far more: From her experience, by not committing her goals to writing, she achieved only 10%. For those goals not achieved, she reviews and revises so that the second or even third to fifth attempts are successful.
The simple act of writing her goals down increased her sales success six fold. Would you like a 200% increase in your business sales not to mention a 600% increase? Then follow this example and put your goals to writing.
Later during the Lunch and Learn Workshop at the Hammond Innovation Center located in NW Indiana the fourth moment happened, a question was raised concerning the right actions specific to hiring new sales staff. My response was to begin with a proven assessment process to determine the potential sales person's talents and how that person will fit within your existing sales team.
One of those in attendance, James Barath of Benchmark Mortgage of NW Indiana shared his recent experience of assessing his team. This action allowed him to build a much stronger sales force and improve overall organizational performance.
Take Action Sales Coaching Tip: Moments of truth happen every day. To take advantage of them, you must be open to listening and be willing to take the necessary actions.
Your Moments Bank Account
How True Leaders Execute Plans Without Fail & Celebrate Their Victories
How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
Take Charge of Your Wealth: Moment Investing
Moments of Professional Happiness
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website  Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Work At Home EStore (13775)
- Maybe we need a folder where people who want to post this type of stuff can post it, rather than scattered throughout the forums...
Something like Opportunities for Entrepreneurs... or something?
Me Too - So....
- I write. Its a form of 'pull' marketing that suits me, though I'm quite an outgoing person.
I know all the stuff about it not being me, 'they're just not ready yet'. Truth is I'm not good with rejection and will walk if I get too much of it - so I do it differently.
Each to his own I guess.
Still, I wish I had the guts to do those 500, just to say 'I did it'!
Will read that article!
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!!
- Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action).
Success - H3
Robert
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