Are You – and Your Business – Sales Sufficient?

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.

Selling Non-system for the Spontaneous and the Creative

Selling systems work great for those organization that thrive on structure and order. Some businesses and their leaders naturally gravitate towards systems and structures. They are linear thinkers and love order and step-by-step logic in everything they do. They love the predictability and control that a system seems to provide.

But what if you are a lateral thinker who leads a spontaneous, upbeat organization that thrives on creative spirit and spontaneity? You may have discovered that when taken too far, free creativity can become chaotic. Even Picasso needed canvas to express his genius. Michelangelo’s David would not exist without the sheet of rock, the hammer and the chisel.

You may find that you do need some structure. Not the kind that confines you and sucks the creativity out of you but the kind that enhances it and channels it.

If that’s the case, I think I have a solution for you. Don’t take my word for it, however. Visit the article below and make up your own mind about it.

>> Read here: Awayre Selling (Selling Non-System for the Spontaneous Organization)

Hostage to a Selling System

What happens when the selling system that was supposed to serve us becomes our master? We become trapped in a dogma that makes us feel like we are doing something right even though we may be getting less than optimum results from the system.

You may have heard me say, “even when we think we don’t have a selling system, we typically have a selling system.” You may not have gone through formal training in a selling system like Sandler (which I taught for 5 years), SPIN or Xerox. But if you closely examine your selling habits, you will notice a pattern that you and your organization repeat. Such a system can help, of course. But it can also become a hindrance when we forget why it is there in the first place and for what purpose it was invented.

There is an alternative: a non-system. I have put it together based on over a decade of my experience working with salespeople and various selling systems. I have laid it out as best I could in a recent article on selling systems.

I am the first to admit: It may not be the right thing for your organization just yet. It’s designed for those businesses that have tried a few selling approaches but come away disappointed in the end. If your organization has not yet tried a systematic approach to selling, your next logical step may be to try one.

However, if you do have a selling system and find yourself confined to a ceiling in revenues, profit-margins and profitability, you may want to consider the possibility that your selling system is part of the problem, not solution.

Don’t take my word for it, however. Follow the link below, read what I have to say and then make up your mind.

>> Read more here: Selling Systems (How they Can Fail Salespeople and What to Do About It)

It’s 2012: Are You Evolving Beyond Your Selling System?

A selling system, often referred to as a process or a method, has a purpose and can be very helpful in selling. Too often, however, what’s supposed to serve us and free us up takes over and holds us hostage. We become beholden to the selling system instead of it serving us. This is when it stops being a tool to make us effective at selling and becomes a burden that we must carry.

>> Sales Failure (How Selling Systems are Failing Salespeople)

Perhaps your selling system is something that you learned from a training program like Sandler Selling, Dale Carnegie, SPIN Selling, Brian Tracey, Solutions Selling, Strategic Selling or many of their derivatives. May be it is something you have developed over time on your own. Or may be it’s a combination of what you learned and what you developed yourself.

If you are like many sales professionals I know, you may have found yourself in a place where the System is sabotaging you instead of helping you. If that’s the case, I think there is an alternative that allows you to keep the best elements of your selling system but transcend those that don’t serve you any more.

How does the flow of water respond to a situation? With absolute perfection without losing its flow – it nature – and its playfulness. Can the same become true for your selling system? I invite you to take a look at an alternative to selling system – a Selling Non-System – that allows you flow with the unforeseen things that the prospect throws at you and respond appropriately without being beholden to a Selling System.

>> Sales Failure (How Selling Systems are Failing Salespeople)