Before a person can help others, she must be self-sufficient. Before a business can help its clients, it must be sales-sufficient.
Like it or not, sales is the air in a business’ lungs. No sales means no customers, no revenues, no cash-flow, no income, no growth, no glory.
At Awayre, LLC, much of the work we do with our clients is at the “top-line” as that’s where a business has most leverage. At least theoretically, the amount of sales you can bring in has no upper limits. Cutting costs, on the other hand, can go only so far in making a business profitable.
That’s why, I have put together some non-traditional resources that would help a business bring in enough sales and remain sales sufficient, even when the business environment is not favorable.
The first resource below is a nice way to analyze where you may be going wrong in your approach to sales.
Unceremoniously, it’s called: Sales Problems (Click the link to read more)
Don’t underestimate the power of knowing your sales problems and their underlying causes. Once you know where your problems lie, the solutions are often a matter of common sense. The above resource helps you pinpoint what your sales problems are and offers corrections.
The second resource is: Sales Problems and Solutions
Here, you get to look at top seven sales problems that most businesses face and 7 sets of corresponding strategies to fix them, once and for all.
You may have been sold quite a bit on the idea of having a selling system in your business. I am quite familiar with the idea myself, as for 5 years I sold and taught a selling system. But hindsight is 20/20.
Today, as I look at the success I have had in helping my clients, I realize that my part in their success was not just to help develop a system but to transcend it. It’s like driving a car. You can’t be effective in driving a car as long as you are aware of the “system” you have for driving the car.
I have come to believe that a good business follows a system in selling. But a great business goes beyond a system and builds a sales culture based on awareness and mindfulness, not manipulation and obsessive maneuvering.
Here I present you this no-system way of selling: Selling Non-System
The final resource is a book. It’s called Jump Start Your Business Brain. If you did not listen to anything I have shared above and did just one thing, I would say buy this book and study it.
Mind you, the book is not perfect. Far from it. But it remains on my list of top five books to read for a business leader, especially those who own their own businesses.
Here is my review of the book: Jumpstart Your Business Brain
Once again, here are the resources I mentioned above:
Sales Problems: Analyze and correct 22 sales behaviors
Sales Problems and Solutions: 7 most recurring sales problems and solutions
Selling Non-System: How to sell without being a salesperson
Jumpstart Your Business Brain: A resource for building your brand and message
I hope these resources give you some ideas, tools and inspiration to make your business more sales sufficient.