Are you interested on improving your sales? … Yes? well, you are not alone. Companies all over the map are trying to figure out the best way to get their sales cycles rolling. Unfortunately, many are looking for the “new“, “innovative“, “modern” (or as a small business owner I met a few days ago called “that Facebook thing“) magic formula to revolutionize their business.
Guess what? Unfortunately, I have noticed that most of these companies are trying “the next best thing” without first understanding and establishing “the basics“.
A good example of this is one that my good friend Sandra Bichl shared with me the other day:
“I have a Client who is a small management consulting company that as a way to improve their sales hired an expensive PR agency. As a result, well, they’ve got some potential Clients knocking on their doors, however, they do not know how to take care of them, or how to build long term relationships or how to cross-sell their services. In other words, it is like going regularly to the most expensive dentist in town, but you never brush your teeth“. (by the way, I love that analogy)
So before investing your money on things you do not understand or on so called “experts” offering you some type of magic formulas, make sure you and your team understand and implement “the basics” of selling which in my opinion Brian Tracy defines in the simplest way: “selling is all about interacting and relating professionally and effectively with other people to help them get things that they want and need to improve their lives and work”.
How about you? Have you “brushed your teeth” recently?