Improving Sales Performance

Do sales people ever get close enough to their customers to understand their dreams - what is really important to them that they don't usually verbalise?

In my experience I don't think so, and this presents an opportunity for anyone to apply the most powerful sales strategy in the world to grow their sales and opportunities. This strategy can be applied to any selling situation in any business and is guaranteed to produce results. It is based on the principle that the origin of our opportunities lies in our capacity to focus on others, and is supported by the universal Spiritual Law of cause and effect - 'The Less I Focus On 'Self', The More My Opportunity Grows'.

Of course our biggest opportunities do lie beyond ourselves because the opportunities we create are as big or as small as the 'world' we serve. The concept of 'Service' implies that we become the willing servant of someone else's need. Said differently, true 'Service' requires a real understanding of need, and an attitude of pleasure in meeting the need. This means that the more we serve, the closer we are 'let into' someone else's deepest needs, and therefore the better we are positioned for the opportunities that flow from this. The logic of focusing less on ourselves and more on others therefore becomes patently clearer. However, service is not the goal, but merely the beginning of an entirely different level of thinking and behaving.

The Shift from Service to Impact
The strategy is to now shift our focus from providing a 'Service' to our customers and to elevate it to create 'Impact', which means that we now place ourselves in a position to provide novel and innovative solutions to the challenges they face, resulting in us strategically advancing their interests and as a result, our own. The more value we create for our customers, the more they will depend on us, and the more they depend on us, the more they will expect from us. This is the innovative circle that opens the doors to sustainable sales growth, and this is how you do it.

STEP 1
Touch the heart of what is most important to them about their future and which drives all their important decisions, to give you an insight about them that is seldom shared with anyone else.

STEP 2
Make sure you connect personally and powerfully to your 'opportunity', and that your customer connects personally and powerfully with you as the means to achieving their 'opportunity'.

STEP 3
Work hard at sustaining your innovative relationships to build your own Unique Future by getting your Customers to rely on you for their Unique Future.