Attention Sales World... Increase Your Sales Revenue By 50% By Creating Discipline Around These 3 Things!Jan 16, 2023
"Winners embrace hard work. They love the discipline of it, the trade-off they're making to win. Losers, on the other hand, see it as punishment. And that's the difference."
Are you willing to embrace hard work?
Are you willing to become radically disciplined?
What would it mean to you if you could increase your sales revenue by 50% How would this make you feel? And what would this allow you to do?
Are you brave enough to make it happen?
“Everyone thinks of changing the world, but no one thinks of changing himself.”
It’s one thing to know how to change, however; it's another to be willing to change.
This becomes the classic can do versus will do mentality.
When you are not willing to change, you keep yourself in limbo or a state of complacency. You may share with others, or even yourself, how you will “try” to change.
Trying is one thing, committing to the journey is another thing.
When you admit you are willing to change, you’ll be surprised how the excuses soon disappear
This age-old quote stands true today, "The truth shall set you free!" Growing your sales will require you to do new and different things.
Question becomes... How many of you would like to grow your sales by 50% this year?
I believe I hear a resounding YES being shouted back to me.
Are you willing to take 100% responsibility for making this happen?
Are you willing to stop blaming, criticizing and pointing fingers?
Are you willing to get more interested in learning than defending your ego?
Are you willing to allow yourself grace as you learn and relearn new skills?
"Progress is impossible without change, and those who cannot change their minds cannot change anything."
George Bernard Shaw
Growth and comfort do not play well together.
I ask all of you to zero in on the following...
If you want to achieve the results that no one is achieving, then you must be willing to do the things that no one is doing.
Therefore, you must retool, reequip, and revamp parts of your processes around a different model, one which calls for new approaches, new positioning, new client experiences, and new business growth; all centered on a well-organized plan.
Right now, in this business climate, you must be willing to adapt to the rapidly changing market conditions, digital business models and disruptive competitors.
You must become laser focused on bringing fresh ideas and new insights in a hyper-personalized manner to your clients and future clients.
What sets you apart from all the other salespeople in your marketplace?
BECOME OBSESSED WITH LEARNING
"A single conversation across the table with a wise man is better than ten years mere study of books."
Henry Wadsworth Longfellow
Henry Wadsworth Longfellow was a famous American Poet during the 1800's. His original works include "Paul Revere's Ride", "The Song of Hiawatha", and "Evangeline."
I believe that what is forever old is forever new. People, the above quote is more than 200 years old and is as relevant today, as ever.
Allow me to twist the quote up a bit, and you will soon realize how important this is to your sales growth...
A single conversation across the table with one of your clients is better than 10 years mere study of books.
What are you learning from your clients?
I believe the insights and information you learn from your clients, and what you do with it, will help them to solve their potential business problems and challenges.
At this very moment, you have unparalleled amounts of information available to you, to the point where information is no longer a competitive advantage.
Your competitive advantage is in plain sight and it's staring right back at you in the mirror.
Are you making your clients smarter or are your clients making themselves smarter?
How do you think this may affect your relationship and your sales growth?
Trust, value and meaningful relationships... it is how you sell it and how you offer it that will set you apart.
What's your growth plan in 2023?
The importance of you learning new things should not be taken for granted. The power of self-education... hold yourself accountable to it.
However, you wish to learn, whether it be through a book, the internet, or through your clients, by all means, set aside the time within your day and learn something new.
“Education is the power to think clearly, the power to act well in the world’s work, and the power to appreciate life.”
There is power in what you learn from your clients, it is what you do with it that counts.
DO THESE THREE THINGS TO INCREASE YOUR SALES BY 50%
You never know what results will come from your action. But if you do nothing, there will be no results.”
If you do nothing, there will be nothing!
If you commit with radically consistency and massive discipline to following three things, I believe you can increase your sales by 50% in 2023.
STEP 1 - CREATE INSEPARABLE BONDS AND PROTECT YOUR CLIENTS
One of your single best sources for sales growth - retaining and growing your client base.
We all know it’s less expensive to retain your clients than it is to acquire new ones.
It is essential that you build meaningful relationships high, wide and deep.
You must build a fortress around your client base or someone else will
People move in, around, and out of your client base.
You become relationally vulnerable limiting who you know within your client base to just a few people. You must go way beyond key decision makers. You must start to connect to company influencers, end users, and key department managers; cross pollinating relationships is mission critical to your sales growth.
You must build genuine, authentic relationships with an abundance of individuals within your client base, as the opportunity for loyalty increases.
One way to guarantee loyal clients is to create unbreakable heartfelt bonds.
"We share an unbreakable bond. And only the two of us know the secret codes for holding us together"
Are you creating the ties that bind with your clients?
When you create these ties, think about...
- Setting specific and agreeable expectations
- Continuing to bring insight and fresh ideas
- Nurturing the relationship online as well
- Intentional listening - go above and beyond, never break a promise
Those of you who fail in building strong ties may see deals collapse, funnels shrink, and distress arise.
You must become obsessed with protecting and serving your clients.
You must become obsessed with your clients or someone else will.
It is about building authentic relationships. And in doing so, think about the networks you will create and the potential referrals you will curate.
STEP 2 - DRIVE NEW BUSINESS
You can increase your sales by focusing less on acquiring new clients and more on your current clients?
Call me crazy but I promise you this works.
Many salespeople fail to capitalize on what sits close to home and who resides within the networks of people they already do business with.
To increase new business, you must concern yourself with reducing client attrition by providing them a memorable and inspirational experience.
The more you know about your clients, the more you grow with your clients
This opens new relationships, new conversations and new sales opportunities.
The more you learn about your clients, the more you earn from your clients
You are one degree of separation from your best sales opportunity, and it sits within your clients' networks.
Commit to understanding who your clients are connected with as part of your sales growth plan.
STEP 3 - LEVERAGE SOCIAL TOOLS TO TARGET HIGH VALUE PROSPECTS
Listening is the new prospecting. Are you intentionally listening to the cues?
Fuel your new business growth by integrating social into your prospecting cadence. Your clients and future clients use social...Are you paying attention to what your clients are posting?
The core foundation of blending social into your process can be accomplished by doing these three things:
- Build a personal value framework - establish your credibility and help create visibility within the marketplace
- Listen and learn - understand what your ideal clients are talking about... What's important? What's top of mind?
- Engage in conversations - join and start conversations moving them from online to offline
You must work strategically to implement a well targeted sales development growth plan.
You must become precision-like in proactively developing trusted and credible relationships with these high-valued opportunities.
To quote the late great Henry Ford,
"It has been my observation that most people get ahead during the time that others waste."
Sales professionals do not waste their time. They value their time and focus on the aforementioned three things? Will you?
LET'S BRING OUR TIME TOGETHER TO A CLOSE
In the book, To Sell is Human by Daniel Pink, he writes about how we’ve gone from a "buyer beware" culture to a "seller beware" culture.
You already know this...
There is a ginormous amount of information available via the internet that your clients and future clients have become well-versed and educated in before you may even enter the scene.
It's imperative to you and mission critical that you understand your client's world. You must add value right from the get-go, not just show up, throw up and educate them on a product or solution.
Business growth is critical to your sales health.
Do you have the will-do and the can-do? Being open to growth enables you to innovate, as you rise above all the other salespeople in your marketplace.
You can either rise up and evolve or wallow in complacency and comfort.
"Without continual growth and progress, such words as improvement, achievement, and success have no meaning."
Self-reflect... What would a 50% increase in my sales results mean to me?
Originally published on Larry Levine's LinkedIn.