In talking about how to be successful in prospecting, step 2 is in setting up a consistent process where nothing falls through the cracks, and you build a predictable, provable system for success. This is done through implementing a sure-fire sales process. I read with glee what my fellow AB colleague, Paul McCord wrote in his rant about process in What’s So Real About Failure?. It IS the answer to helping sellers go from average to exceptional.
top producers create their luck by knowing what
they’re doing and by doing it well; and they can do it well because
what they do is knowable, repeatable, and predictable
I couldn’t agree more, with the thousands of sellers I’ve worked with. The winners have a system – a plan – and a process that makes it easier for them to focus on what is most important – working directly with those clients that are more probable to do business with, or in getting new clients signed up – or working with existing customers on new potential services that would serve them well.
Mediocre folks take it “as it comes” – they get overwhelmed, lost, stressed, and panicked because they don’t do consistent tasks and work a plan for success. In fact, many people will plan their summer vacation more detailed then they will plan their sales strategy. How crazy is that? But it is true, and hopefully it is your competitor that is planning poorly.
When I was in the sales trenches I had sharp, nimble competition – so I had to step up my game. Years later, I see that as a gift. If I was stuck in average-land in a mediocre niche or industry I’d probably have run from sales. How about you?
What process do you have in place for consistent results? What tools are you using? When do you want to start talking about this? Visit Score More Sales or Top Sales Experts for some ideas – more specific details are coming.