You can succeed in sales. You can acquire new clients.
You can create value for people who have challenges and problems. You know what they need to do. You know how they should do it. You can help them get where they need to go.
You can make more calls than you believe you can make. And a lot of success in sales comes from taking more action than you believe should be necessary. You can push back when you get a “no” to a meeting request, knowing that your dream client reflexively says “no” to everyone, being unable to tell who is worth meeting.
You can help your prospective clients become unhappy with the status quo. And you can help them to understand the root causes of their problems and challenges. You can help them understand the forces at work that require that they change. And you can help them build consensus within their own company.
You can ask for the commitments you need. You can explain why you need what you need, what you intend to do when you have it, and how it will benefit for your prospective client. You can ask for the things you need to better serve your clients, and you can push for these commitments when not gaining them would hurt your dream client.
You can negotiate to keep some of the value you create. You can help your prospect to make the investment that will ensure the results that they need. You can also make sure that your company is profitable enough to create even greater value in the future.
You can go from quarter to quarter, always creating new value for your existing clients. You can discover ways to improve what you are doing together, and you can have quarterly meetings to make those improvements. You can increase your wallet share.
You can do these things. Succeeding in sales requires that you be willing to do these things and take action even when you don’t want to.
You can do this!
- What is really preventing you from succeeding in sales?
- What are the two or three changes you need to make to massively improve your results?
- What fears stop you from acting? What should you fear instead?
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Filed under: Sales 3.0