If proper planning prevents pretty poor performance then it’s amazing how few people in business, and salespeople in particular, bother about planning to overcome poor performance.
Now, naturally, that planning must always include the setting of SMART goals because, if you don’t know where you are going, any road will get you there. Given that you’ve set your goals then there are 3 key questions you must ask if you want to consistently generate great sales.
These questions are:
- Who is my ideal prospect?
- Why should that ideal prospect do business with me (and my company) rather than with my competitors, doing nothing or doing it themselves?
- How do they find out about me (and my company)?
Now, if you can accurately picture and describe your ideal prospects then you should put yourself in the shoes of that ideal prospect and answer the second question. To do that you need to list out 5 unique and special reasons that make you and your company compellingly attractive to do business with.
Remember, I’ve said unique and special which means you cannot say what your competitors would say, at least in the same terms as they would say it, because if you say and do what you competitors say and do you will obviously get the same result.
This is the classic that has helped thousands of people understand the nuts and bolts of basic business. If you haven't heard it, this is one you must get now.
How to turn your business into a Money Making Machine
Recent Comments