2. Successful sales are a deliberate, thoughtful activity. You need
a process that you initiate over and over again. Whenever I
talk with small business owners or salespeople who aren’t
realizing the results they desire, the cause is usually the
same: They don’t have a sales strategy.
3. You can’t sell here and there. You can’t pick up the phone
when you have a minute. Sales require a strategy, a process, a
way to proceed that you can measure and monitor. Sales is
something you have to commit to on an ongoing basis. You
can’t just try it for 30 days! It takes persistence, energy and
focus.
4. Think of the sales process in terms of bike riding. When you
ride a bike you have to gain momentum. When you first start
to pedal, it takes extra energy to get the bike to move. Once
you’ve been riding you develop a flow; you can even glide at
times. As you ride you build up steam. And when you hit a hill
it is easier to climb it because you already have that
momentum going.
5. That’s what an effective sales process is like. Starting out takes
extra energy. You have to put the plan in place and start the
ride. Once you get that energy going, it becomes easier to
maintain. You still have to pay attention to what you are
doing, but sticking with it and realizing results becomes easier
the more you pedal. However, if you start and stop, and start
and stop, you’ll be exhausted … and have nothing to show for
it.
