Champagne, Birthday Hats and Sales Points Part 1
Put on the party hats and pop some champagne corks! Edenchanges has just celebrated its third birthday!
And we’d like to thank all our loyal clients and delegates who have hired us, rehired us and generally been wonderful to work with. We look forward to many more years of working with you all.
Now celebrations aside we at the Edenchanges headquarters like to learn from the past. We have spent some time looking at what we have done over these last three years – both good and bad – as well as considering what global lessons we have learned working with and observing our many and diverse clients.
This analysis has brought up some interesting truths about sales and business generally and we thought you might like to see them for yourselves.
(Now whilst these points apply to business generally we are sharing them in our Thursday sales blog slot so the focus of this set of articles will be sales…you have been warned!)
So what’s the single biggest truth that has become evident?
CONSISTENCY IS KING
Whether it is making business development calls, networking or developing new products, consistency comes out time and again as a key factor in determining the end results.
With regards to sales I think it is fair to say that I know very few companies who would like less business. In fact I think it is fair to say that ALL the companies I know would like more business! Certainly all the sales people I work with would like more sales, bigger results and greater commission.
So let me offer a thought born of personal observation across a wide range of our sales clients over the last three years which is a practical application of the above fact:
MAKE CONSISTENT SALES CALLS
Don’t bother making excuses or reasons why you don’t have the time to do it. Simply dedicate some time every day to purely selling, either in person or on the phone, and I guarantee the results will follow. It doesn’t have to be a lot of time, (although the more the better) but any amount of time dedicated to consistently making calls will add up.
And following on from that another business fact which has become clear to us is:
THE TRUTH WILL SET YOU FREE
If you are in sales and planning to be successful then please develop a high level of honesty with yourself.
The truth is that you know when you’ve had a slack day and you know when you’ve worked insanely hard. Please don’t kid yourself over which days were which or which type of day you have had more of.
If your sales pipeline is down then by accepting the truth of the situation you are free to do something about it. The type of person who waits for their bosses to kick them into action has no place in sales. Accept the negative truths and take action to reverse things.
B aware that sometimes the difference between a truth and a lie can be subtle. I have witnessed a lot of sales people over the last few years who, during their prime selling time, are glued to their laptop screens either reading or typing.
When I ask what they are doing the most common replies are ‘research’ or ‘emails’. Very often those people are genuinely interested in being successful but they are not recognising the truth of their own actions. The truth is that whilst staring at their computer screen they are not selling.
Not at all.
The truth is that at best, emails are marketing tools; and‘research’ should be done prior to the core sales times. So yes they were being busy and working hard but they were deluding themselves if they thought they were selling. And that is a slippery slope.
On a related point, and this is a simple yet powerful fact for sales managers and directors…if your sales floor is quiet then people aren’t selling. You have to be speaking to people to be selling. Everything else is, at best, marketing or at wors, admin!
And whilst we are talking about truths let me share a very positive one:
BUSINESS IS OUT THERE
Yes times are challenging and companies are being, understandably, carefully about on what and when they spend money; but just as in every recession since records began there are millionaires being created right now and many companies are doing very well.
And if you are wondering how do you get the business that is out there then I would refer you to my points above as well as sharing a final truth that is particularly relevant in these times:
IF CONSISTENCY IS KING, THEN PERSISTENCY IS QUEEN
Some doors need to be knocked on many times before they open. Calling on a company once to pitch for business is no guarantee of success. Calling on it eight times is no guarantee either but is makes the chance of success significantly higher.
Equally marketing needs to be both consistent and persistent. Continually present your company details, and your personal details in this world of personal branding, in front of your prospects. They might not bite at the first offer but by persistently presenting them with offers, options and invitations you are much more likely to succeed.
Sales in this day in age should be a powerful combination of clever marketing and determined sales both done consistently and persistently over the long term.
I guarantee to all of you reading this that the consistent sales professional who persistently chases sales leads down will do well.
In part two of this article, due out next Thursday, I will share the further lessons that Edenchanges has witnessed and learned over the last few year in particular the lessons and power of innovation, flexibility and social media.
Now where’s that champagne?
Until next time; cheers!
Corporate trainer and consultant
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Corporate trainers and consultants
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