“If you work just for money, you’ll never make it. But if you love what you are doing and put the customer first, success will be yours.”
Ray Kroc
Why is it that many in sales move on from a potential opportunity if it doesn’t fit within the 30 to 60 day sales window? It’s this transactional mindset that’s killing the profession.
You see if one wants to have an ever flowing sales funnel one must have an ever flowing relationship funnel.
Meaningful and credible relationships do matter. If you don’t believe me then go ask your clients what they value.
Short term thinking is squashing the sales profession
With a short-term sales mind, you're always chasing 'the deal' trying to get through the month. I know you get what I'm throwing at you. Many of you have tons of hustle, grit and determination, however; your plan and the viscous cycle starts over again on the first of every month.
A long-term sales mindset goes well outside of the monthly goal. It focuses on establishing meaningful and high referring relationships that help you to consistently produce month-over-month.
If you want to have an ever-flowing sales funnel you must invest in building an ever-flowing relationship funnel
If you’re running around trying to find the sales deal for the here and now, I’m going to ask you to stop and think about the longevity this has and the mental punishment you’re putting yourself through. It’s the sales professionals who marry the short term, medium term and long term sales opportunities that win the sales war.
CONSISTENCY, IT'S AT THE CORE
Consistency, it's an enormous word. This differentiates the successful from the unsuccessful and the professionals from the reps.
Unfortunately...
"Salespeople today are consistently inconsistent"
Many of you struggle with staying consistent over the long-term because so much of the focus is placed on the short term.
If you don’t get immediate results from your actions, you move on looking for the next needle in the sales haystack. One can point the finger directly at management for fostering this short term behavior.
Many find it difficult to stay consistent because there are just too many distractions. Salespeople are simply not focused, committed nor disciplined enough to stick with something in the short-term for long-term results.
"Just stop the excuses and get to work!"
There are no quick results and no silver bullet moments when it comes to a commitment to consistency. Consistency, it's all about making incremental improvements over time. The results you're after will eventually come, however; they'll come over an extended period of time when you commit to consistency.
The right activity + enhancing the skill set + daily habits = sales success
SHORT OR FAR SIGHTED VISION?
We all want short term results. We must hit our numbers. Many of you get whacked over the head for 30 day and quarterly results but how many of you have a long term vision when it comes to prospecting?
Shortsightedness keeps you from seeing the big picture. It makes you focus on the wrong thing.
Sure, you'll find an opportunity when the ball rests on the one yard line or when the opportunity sits inside the red zone but let's not discount the long term vision. A vast majority of conversations when prospecting will not fit into a short term window but will be there someday.
What's in your relationship funnel?
I want you to think about all the lost opportunities you let slip by you because it didn't fit into your 30 to 60 sales window.
ATTENTION ALL THOSE IN SALES AND MANAGEMENT
To enhance your vision and to gain an understanding of how this is all applied, you must make a commitment to yourself to develop credible, meaningful and AUTHENTICrelationships.
With your short sighted behaviors, people (your clients/prospects) see your hidden agenda all over your face. The have an instinctive skill set that smells commission breath immediately upon opening your mouth. What they do appreciate is authenticity and honesty.
Sales professionals understand that harvesting relationships matters. They've internalized and realized in order to grow relationships it must be done with honesty, integrity, trust and heart.
Trust takes time
Relationships based on trust and credibility can't be rushed. With short sighted vision it's difficult to grow and nurture meaningful relationships.
THE ONE THING!
What is the one thing sales professionals do every day?
You see I’m on crusade to bring back sincerity, substance and heart to the sales profession. Many and I mean have drifted off path. Whether you’re in leadership, management or in sales… I encourage you to think about the one thing.
What’s the one thing you can bring that will set you apart?
Here’s a little secret, it’s your heart!
In a world full of self-interested salespeople who look at prospects as dollar signs, an authentic sales professional stands out like a shining star.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
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