Failure is NOT an Option by Cheryl Clausen
Small business owners, all commission-only sales people who do very well recognize they are small business owners, are special people. You are special because of your commitment, your persistence, and your determination. You have a tremendous work ethic. If all it takes is hard work you can't fail.
You know, however, hard work alone simply doesn't cut it. You've probably worked yourself into a corner more than once. You weren't sure how you were going to get out, what to do next, or where to turn. You were way too close and too emotionally vested at those times. Those times represent very dangerous and precarious business situations.
Recall when things went well in your business. You were focused on what you needed to do. You didn't allow distractions or side paths to keep you from getting where you clearly saw you needed to be. You can get back to this position of focused confidence once again and back on track for success.
No matter what business you're in the basic business requirements include:
You need to attract the attention of the people most likely to buy from you
You must create a strong interest in what you have to offer and motivate the prospect to act
You must have an offer spelling out the exact action you want the prospect to take
From the prospects who took you up on your offer you must have a system to sift out the ready buyers and cultivate everyone else into a ready buyer
You must be able to hold a conversation with your prospects helping them to make the best buying decision for them
You must be able to provide your service exceeding their expectations
You must develop a system to build a relationship with your clients leading to repeat business and referrals
When you get all these things right you simply cannot fail. Therefore, if you aren't getting what you want one or more of these things aren't working. Which of the seven requirements are less than optimal in your business?
You are a super hero; however, even super heroes have a side kick. Even a super hero needs someone to help them. Which of the seven requirements can you improve on your own? Which of the seven requirements would you be better served by getting someone to help you with?
Before you reach out and get the help you need, define what you need. What are the outcomes you want for your customer? How do you foresee functionally providing this outcome?
When was the last time you stepped back and took a big picture look at where you are now, and where you want to be? How much clearer would you be on next steps if you took the time to develop this big picture plan for your business? How much easier would it be for you to know what to do if you knew exactly what you wanted?
Cheryl Clausen is a sales coach with years of experience in business. Her website is http://www.increasesalescoach.com
