In Sales Crumbs from the Master's Table, LeRoy asks Matt why he took the job in sales. His answer was,
"Duh...money."
I think you might have a similar answer.
As I say about sales, we fall into it but then we "fall in love". That's great, but the love won't last long if you are not making money. Yes...love for sales is in the air!
Spring is also in the air. Besides April showers bringing May flowers, what else do you have to do to get a garden to bloom?
"Duh Brandon...plant seeds"
Ok, that's true about most things in life...to get something out you have to put something in.
What do you have to do to get sales to bloom?
"Uhhh...prospect?"
Not so sarcastic now huh?
Every sales person knows they have to "plant the seeds" of prospecting in order to get a harvest of clients, but why do so few do it?
Uhhh...
Why do so few spend money on marketing to prime the pump of opportunity?
Uhhh...
In the industry that I have been a part of for over 17 years, I ask independent sales people all the time, why they aren't reaching their goals.
They could say,
"Governmental regulations have constricted the opportunity to such a degree that the
cash-flow equation is no longer fortuitous for an business enterprise of this fashion..."
They don't!
They could say,
"I am in the midst of reengineering my business model to include a broader range of
product offerings and that has temporarily dampened revenue opportunities..."
They don't
What do you think the #1 answer is from people whose entire livelihood lay in the balance?
"DUH BRANDON, ...I NEED LEADS!"
"OK, Are you spending money to generate some?"
"Well...no", they answer.
"Unless you think prospects are going to fall out of the sky you are going to have to do something to generate opportunity for yourself," I say emphatically.
"I don't have any money for marketing", they counter.
"Then I have some bad news...
It takes money...to make money!"
Until tomorrow, I wish you Money, Power, Success!
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