Improve Your Sales Process-Increase your Sales

Are your sales where you want them to be?

For most organizations, the answer is no.  Including if you are at a high level already.  Do you know why they are not where you want them to be?  As a matter of fact, for most people the answer is no, even though you may have an idea.

The question should be: “Where is the constraint in your sales process?”  This is what is holding you back.

It is with awareness that you can make productive changes.  Therefore, let’s heighten your awareness of your sales process.

An effective sales process can be looked at as an assembly line.  Inventory  is input at the start. It works its way through the process. Finally, out the other end comes the finished product.

Take an automotive assembly line.  It starts with the frame.  Next, other parts flow in and are attached; the wheels, engine, transmission, seats, interior, etc.   Everything happens in a certain order.  Certain events or series of events depend on the ones before it.  The car coming off of the assembly line is dependent on a whole series of events leading up to that outcome.

Your sale depends on a series of events as well.

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Your Brain Is Out To Get You

subconscious mind

Did you know your brain is out to get you?  Or more specifically, your subconscious mind?  Yes, it’s true.  We are hardwired. In fact, the most dominant function of our brain is to be reactive and protective.  Our subconscious mind reverts to this under any stress..  And research shows that unless you utilize the following areas, you lose them.

As a matter of fact, there are areas of the brain which are responsible for inspiration, vision, commitment, insight, awareness, and clarity.  In addition, there is a part that helps us be aware of choices, decisions, and how we act.

Have you ever said the following about an employee, a friend, or a family member: “They are just going through the motions.”   Or, “They are on auto pilot.” 

These are perfect examples.  Our brain has us working as a machine sometimes.

In truth, we used to be tremendous learners when we were young.  We learned at an amazing rate.  But then we get to a point when that stops.  We start to use phrases like “I’ve done that before” or “Been there, done that.” When we stop learning, that’s when the machine kicks in.  If we don’t utilize continuous learning, our brain begins to atrophy.

You need to maximize the brain processes listed above (vision, commitment, clarity, etc.) because if you don’t, they go away.  This is about choice.  It doesn’t have to be this way.  It is your choice of what you feed your mind.  Truly, by taking a few simple yet powerful actions the greatest asset you have been given can be maximized.

Here are 3.5 Ways to influence your subconscious mind to  accomplish what you want:

1) Take some time everyday and think of the future that you desire.

By keeping this focus, your subconscious will work towards making it a reality.  Using affirmations and visualization will help your subconscious align your feelings and emotions with your behaviors.  Our outcomes are a direct result of behaviors. Our behaviors are a result of how we think and feel.  So, better thinking will lead to better outcomes.

What are your daily affirmations?  What are the pictures that your mind is focused on?

2) Continue to learn.

“Knowledge has to be improved, challenged, and increased constantly or it vanishes,”  Peter Drucker.  For this reason, brain rejuvenation and fitness is crucial.

Take the time to identify what your strengths are.  They will become more valuable by developing them further.  No matter how much of a useful quality you already possess, you can always keep going.

What does your personal development process consist of?

3) Change the way you see everything.

Katherine Cramer’s work shows that there are two types of thinking: Deficit Based and Asset Based.

Deficit Based thinking is all of the negative stuff.  This is a defense mechanism to life’s problems.

Deficit Based thinking can easily dominate your mind but will lead to:

  • Insecurities,
  • Lower energy and,
  • Limiting your options.

Asset Based thinking is a different way of thinking which allows us to look at the positive.  It takes the focus off of what is wrong and puts it on what is right.  Asset Based thinking builds enthusiasm, energy, and productivity.

Asset Based thinkers focus more on:

  • Opportunities rather than problems,
  • Strengths more than weaknesses and,
  • What can be done as opposed to what can’t.

Here is the best thing:  This is a choice!  Look at the negative or look at the positive.

Now that you know you have this choice, what do you choose?!

3.5) How to apply Asset Based thinking:

You have heard of the 80/20 rule, right?  Look at the 80% as opportunity.  Remember, we control how we look at this.  This is managing direction and not motion.  Apply this to your day to day and you will be amazed what you will be able to accomplish.

Take action today to have your subconscious mind work for you and not against you.

Improve Sales Results-Think “Build a Sale”

improve sales results

Think “Build a Sale” not “Make a Sale” for better results

Of course, better thinking leads to better actions. For anybody who wants better results, particularly better sales results,  better and different actions are prerequisite.

Recently, I found a principle which would lead to a revolution for me.  I will share it with you…

Sales, in general, is turning suspects into prospects and prospects into clients.  The end result…a sale, revenue for the company, and maybe a commission.

Is this making a sale?  Many business owners and professional sellers look at it this way.  Here is another way of looking at it:  We need to BUILD A CASE FOR ACTION.  Not make a sale.  It’s about building a sale.

Building a sale is done by following a process which ends in a win-win.  A new client and a happy customer.

Here are 5 tips you can easily apply to your process to get you started on the path of building sales for yourself. Continue reading

The “Right Things” For Business Growth

Right thingsI would bet that you want growth for your business.  If so, then you need to do the “right things” and do “things right’.  I experienced this strategy first hand working with a Fortune 500 Company.  It shouldn’t come as a surprise that they are an industry leader and have achieved consistent steady growth over many years.

You might wonder: ‘What does it mean to do “things right?” ‘  And what are the “right things?” Verne Harnish discusses this in “Scaling Up.” (I highly recommend reading!)

With this in mind, here are the “right things” to do in order to:

  • Be an early industry innovator
  • Increase market share
  • Improve its culture
  • Drive up customer satisfaction both internally and externally and
  • Ensure business growth

The “Right Things” and ‘Things Right” for Business Growth

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Five Attributes to Lead to Your S.A.L.E.S. Success

sales attributes

Salespeople need to be better now than ever. There is business to be had, regardless of your industry. But it’s going to the seller who has set themselves apart from the rest.

Now, more than ever, it’s important for salespeople to go back to basics. I’m not talking about different techniques for questioning or closing, but rather your foundation or who you are as a person.

Here are five attributes and one bonus that are the foundation of my 20 plus years of sales success.

Attributes are like habits. They can be developed or made stronger and more effective. To help me bring these to life for you, I have turned SALES into an acronym.

The first attribute: “S” stands for Sell to Help.

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10 Tips on Achieving the Success That Has Eluded You in the Past

achieve success

Most everyone wants a greater degree of professional success. Do you?  How about on the personal side? If the success that you want has eluded you up until now, no worries.

Here are things you need to do to achieve what you want:

1) Clearly Decide on what it is that you want.

Just deciding what you want and writing it down will put you in the top 10% of all achievers. This can be the most important thing you ever do.  What is it that you really want?

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Luck Favors Goal Achievers

goal achievers

There is a small percentage of people who are intentional conscious goal setters.  They establish written measurable goals in every area of their life.

It’s no coincidence that these people have the greatest amounts of success, status, power, influence, wealth, happiness, and balance in their lives.  Are you in this small percentage?

Is it “luck”?  It helps to know what creates luck.  It is created through the activity of achieving goals.

When you set a goal, you know where you are going.  Maybe not exactly how you are going to get there, though.  Your goal may require discovering new knowledge, gaining new capabilities, and using more of your potential.  And goal achievers know that these will be found or created by taking purposeful forward movement.

Want to start creating some of your own luck?  Here is how:

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CEO Bucket List

Following is an exercise you would really benefit from spending time on. This can be a real game changer. It’s called TASK STORMING and it leads to creating your best role.  The most successful entrepreneurs do a great job of determining what they do around their greatest talents and don’t try to fix weaknesses.  Many less successful people suffer from “Do everything’itis “


Your CEO bucket list shouldn’t’ be what you want to do before you die.  It should be what you need to do before you kill yourself in your business.


Step One: List all of the tasks you do over the course of a day, week, month, and year.

Get the mail, selling, bookkeeping, checking voice mail, rewriting the business plan, taxes, paying bills, website and social media, proposals, working with clients.  You get the point.  Just make sure you list everything.  No task is too small for your list.


Step Two:  Now evaluate each task on your list and put it into ether a “ME” bucket or a “NOT ME” bucket.

Ask yourself, as President, CEO, Owner “Should I be doing this task or is it something a $10 per hour or so person could be doing?”

Judge by the following criteria:

-Is this something a CEO should be doing?

-Is this a strength of mine?   (Profiles will help you objectively determine)

If it fails either one of these, it goes in the “NOT ME” bucket.


Step Three: Isolate what shouldn’t be in the “ME” bucket and figure out how to get rid of them.

Outsourcing, delegating,  or talent bartering might be a good option for those tasks as well as what is in the ‘NOT ME” bucket.


Here is the take away: “The more time you spend on things that don’t directly generate revenue, the less revenue you will make.” Jay Niblick

You don’t want to be spending time on any things that are:

-non revenue generating tasks

-time sucks

-things you suck at




Use Critical Success Factors For Planning

theCritical Success Factors for Business Planning

Focus on areas which are CRITICAL to achieving your organization’s objectives

Planning doesn’t need to be complicated.  Therefore, don’t make it so.  Use critical success factors to accomplish more of what you want.

To clarify, the following strategy model is comprehensive, yet not complicated.

  1. Establish your Vision.  This is what “DONE” looks like for your business.
  2. Determine your Values.  They provide a framework for behaviors and decision making.  Values ultimately become your culture.
  3. Be clear on what you want to accomplish in the next 12-18 months.  These are your objectives or targets.

Your strategic thinking is done once these steps are complete.  Next, you need to translate the strategic into the tactical.

Your Critical Success Factors (or Critical Goal Categories) help build that bridge.  They provide convenient “buckets” or broad categories to set goals in.  This increases the chances that day to day activities support achieving your objectives.

Working On The Tactical

Depending on your objectives for the year, Critical Success Factors can include:

  • Customer focus
  • Cash flow
  • Workforce
  • Growth
  • Organizational Development and/or
  • Continuous Improvement

It’s a best practice to have between four and seven Critical Success Factors.  In general, more than seven can lead to having too many priorities, rather than just a critical few.  Fewer than four may not be sufficient to accomplish all that you want.

All in all, the goal categories must be both sufficient and necessary in order to achieve the yearly objectives.  Remember, don’t complicate things.  Focus on the following questions “Is this category necessary?”  And “All together, will the categories be sufficient or is something missing?

Then, set goals in each after the Critical Success Factors are decided on.

For example:

Critical Success Factor- Customer Focus

Goal- We will increase customer satisfaction rating to 95%.

Critical Success Factor- Cash Flow

Goal- We will decrease accounts receivable days to 15.

Each goal category can have multiple goals.  Prioritize your goals once they are set.  Then, make sure the action steps get onto your calendar. If delegated, they need to be on that person’s calendar.

Ultimately, you will accomplish more than you may have previously thought possible.



Marketing Strategy Equals Strategy

Marketing strategy howard litwak

Perhaps the most important part of small business strategy is marketing.  After all, if you don’t have customers, you don’t have a business.

Marketing strategy is what gets you in front of prospects.  Then sales strategy takes over.  Because the funnel needs to be full in order to thrive.  Period.

Hence, if you want to increase your volume, marketing strategy is the key.

The Strategic and the Tactical

Marketing strategy has two parts: strategic and tactical.

The strategic hones in on your market and your messaging.  It clarifies who your ideal client(s) are and where they are. (Demographics)  Also why they buy. (Psychographics)   Effective messaging can be created only after these are defined.  Messaging is what makes you attractive to your prospects.

For this reason, you’ve got to get your demographics and psychographics right in order to have an effective message.

A deep understanding of your market allows you to tailor your marketing to the needs and wants of those specific segments.  With this in mind, it positions you to compete effectively.  And to work towards dominating your space.

Jumpstart your strategic marketing thinking Continue reading