Don't Stop...In The Name Of The Law!

Ok, Brandon...I have done twice as much activity as I did last month but still got the same results...what gives?

In sales...and life, you can have to be active and effective to be productive. All the hard work (activity) that is not effective will not yield results. What if you are falling below The Law of Averages?

If you fall consistently out of the Law of Averages then you will need to Evaluate your activities.

What are you doing? Review you outreach activities, how you present your product and how you handle rejections/objections.

Measure the results. Where are you "missing it". Are you good at closing once you actually get to present your product, but your prospecting "averages" aren't very good. A 70% close rate is great...but only seeing 5 people a month isn't.

Once you know what you activities you are doing and how it's going, you will need to Evolve your approach until you develop a natural and sustainable approach. Coaching and mentoring is vital at this stage so you don't "lock in" to bad habits which lead to burning out. The Effort Phase should be a short, but intense period of your development.

Admittedly, it can't be sustained over time. It can be used cyclically and seasonally to take advantage of peak times for your industry. As you get better you will begin to enter into the Skill Phase. Here's the process to getting there:

Do...review...and re-do...

If it isn't working...do it differently. If it is working...do more of it!

The intensity of increased exertion from the Effort Phase will give you more exposure, experience and thus excellence in the "art" of selling. It will help you develop your unique "sales voice" that will become first nature and generate more success.

This is where skill begins to increase your close rates, repeat business and referrals so that you don't have to work so hard securing clients.

The Skill Phase is something to look forward to and work toward - why?

The Skill Phase employs the Law of Small Numbers.

In the Effort Phase 100 dials turning into 10 appointments and 5 sales is predictable.

In the Skills Phase, you will take 3 clients, generate 10 referrals and close 7 sales...that's magical!

Which phase would you rather be in? I thought so!

Then don't stop...in the name of the law!!!

Until tomorrow, I wish you Money, Power, Success!