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Will You Choose Sales Success or Sales Distress?

Written by: Cheryl A. Clausen

Article Overview: Now I know you’re thinking, of course, I choose sales success. Let me ask you a question then, “Do you know how to get potential buyers contacting you?” If you don’t then you aren’t choosing sales success you’re choosing sales distress.

Will You Choose Sales Success or Sales Distress?

Now I know you’re thinking, of course, I choose sales success. Let me ask you a question then, “Do you know how to get potential buyers contacting you?” If you don’t then you aren’t choosing sales success you’re choosing sales distress.

When the economy is good and money is flowing freely you can earn a respectable living finding people to buy what you have to offer. Especially if the investment required is low. However, as soon as anything causes your buyers to be less free with their dollars it’s a whole different ballgame.

While it may have been just fine to invest lots of time calling strangers, knocking on their doors, and working the wheels of your centers of influence to get an introduction it isn’t fine when things get tough. When things get tough the tough don’t get going by doing more of the same things that don’t work. Nope, the tough get smart.

Ask yourself, “How many hours each week do you spend in front of a potential buyer?” Be honest. Do you even spend 10 hours or ¼ of your work week in front of a qualified potential buyer?

It’s not an easy thing to do. Potential buyers don’t just grow on trees after all. Yet, how much would your sales increase if you did spend that time each and every week talking to potential buyers about what you can do for them. None of that getting to know you stuff counts in this precious time allotment. What if it was 15 hours?

If you get qualified buyers contacting you who want to know how you can help them you completely change your sales success. It’s not as hard as you may think. The key is changing the way you talk about what you do.

If you want the people who are most likely to buy what you have to offer to contact you then you have to communicate what they want to hear. They want to hear about how they can get what they don’t have, how they can avoid what they don’t want, or how they can easily solve a problem. Notice they want to hear about themselves.

Related Articles
  the A-Z of sales success
  Sales Training – Salesperson’s Universal Distress Signals
  Stress-Free Selling® - Do Your Proposals Sell?
  Marketing Success vs. Sales Success
  Why Follow a Sales Process?

Article Tags: ballgame, centers of influence, doors, economy, finding people, get smart, money, precious time, sales success, time allotment, trees, wheels



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