Master the Big 3 of the right people, the right sales process, and the right referrals, and there's simply no way to fail to get more sales

Sales success isn't a just matter of a few simple techniques or tips. If it were that easy you would already be having great success in sales. The things you are already doing would be working just fine. But that isn't your experience is it? You’ve found that the things you’ve been “trained” to do feel awkward on your part and have rather limited success. You’ve been told it’s just a numbers game, and quite honestly you’re just tired of getting beat up day in and day out trying to play this numbers “game”. Aren’t “games” supposed to be fun rather than abusive?

Sales are fun when you know and understand it’s not just a numbers game. When you take your advice from the people who are telling you that sales is just a numbers game you are listening to a poor source and getting bad advice to put it mildly. Sales success is only a numbers game when you are using a shot gun approach.

A shot gun approach happens when you try to gain appointments with anyone who has a heart beat with the hopes of converting them into a customer. That is a recipe for a ton of hard work with very little money to show for it. The reason is that using a shot gun approach to sales means that you aren’t talking to the right people in the first place.

Instead of spinning your wheels trying to talk to anyone, only set appointments with the right people. The right people are the people who are true prospects for what you have to offer. The right people have an interest in learning more about you and the solution you can help them to get.

The right sales process is one that both you and your potential customer are engaged in and comfortable with. Ideally you want your potential customer to become a loyal customer who is eager to do repeat business with you and to refer you to others. Most sales people spend the time they have with a potential client on all the wrong things leading both themselves and the potential client feeling uncomfortable and awkward. The right sales process will help you to help your potential client to open up early and focus on the right things so you close more business faster than you ever have before.

The right referrals keep you in business and keep you from the life of the perpetual hunter. The right referrals are referrals to people who are your ideal customers. It’s your responsibility to develop a referral system that maintains your close relationship with existing clients and helps them to know who and how to refer others to you.

Put it all together and you have a plan for sustainable success in sales. Not only will your sales success be sustainable, but it will take a whole lot less work than what you are doing now. If you’ve ever experienced a really good sales person you may recall that they made it seem effortless. They put you at ease right from the start and got you to tell them exactly what you wanted. They never gave you a sales presentation yet you excitedly closed yourself and come back for me. Your sales success can be just that easy too.

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