"I need to close more sales. My conversations don't feel authentic or smooth and it gets kind of awkward." I hear this a lot and I know it's frustrating to have a great sales conversation but then not be able to close the deal.
With sales there's an art and a science. The science of the sale is a numbers game. To understand this, you have to understand your sales goals at each step leading up to a sale. In this numbers game, where does marketing come in?
Marketing creates awareness but marketing is not sales. Marketing will create attraction but what is your goal once you've created awareness and attraction? Is it to lead someone to a sales call? From there, what's the next goal? Is it to sell a product or service? If they don't buy the product/service on that call, what's you next step, the next goal? Perhaps a followup call? There should always be next steps in place so you can reach your business sales goals.
So, how do you determine how to stay on track for your business sales goals? You can reverse engineer this. How many sales do you want per week? How many sales conversations do you have to have to close that many sales? How many leads do you need to ensure you are having enough sales conversations? Now, if you work Monday to Friday, what does this equate to per day for sales, conversations, and leads? Instead of getting to the end of a month and having to "hustle" to get to where you wanted to be, try breaking it down into what you need to do each day without having to think about it. You can just wake up and take action.
We spend more time and energy looking for an end goal of how we can get more in our business with less work. And if we focus that energy on actually getting results, we would hit our goals and we would have the money that we need to then utilize the cutting of corners to work smarter and not harder.
