Philosophies

Raising the Bar

Every one of us is missing sales and business growth opportunities every single day. Whether from face-to-face appointments, telephone conversations or marketing messages, we are bypassing huge potential for enhancing our sales success.

I can imagine that right now, a number of you are challenging what I’ve just said in your minds and patting yourselves on the back because your sales conversion rates are high and business is buoyant. This principle, however, is not about being competent or just above average, but about taking each and every opportunity and maximizing it.

Many of us have only two potential outcomes from a sales opportunity: success or failure. What I’m asking you to consider is removing the option of failure and replacing it with different levels of success.  This is about raising the bar.

What this means is that you need to plan out your levels of success before each opportunity and consider what there really is to offer. You might have an appointment with someone who has shown interest in one particular product or service. Open your mind and think: what else could this person provide for me?

Things to consider include:

  • Additional sales. The easiest time to sell something else to someone is immediately after they make the first buying decision.
  • Further appointments. Increasing the frequency of transaction is a fantastic way to grow a business, and planning the next appointment keeps you in control of this.
  • Referrals. Asking for referrals should be part of your daily routine.
  • Cost savings. If you spend with these people too, they may be able to improve their offer to you. If you don’t ask, then you definitely won’t receive.
  • A reasonable request. Many of your clients have a database of customers and send them regular newsletters. If you ask to be included in this, they may well agree. Again – if you don’t ask, then you don’t receive.

Consider where your bar is set for your sales opportunities. Consider what success looks like to you and go achieve more of what you know is your potential.