secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales peo

Start With the Real Facts about Failure

Everyone knows that 95% of businesses fail within 5 years. Not so many people realize that even in the top 500 businesses in the world, within 2 years if history is any indication, more than 50% of them won’t be there!

So even the size of a business is no guarantee of survival, let alone success. To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way.

Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!

It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! Nevertheless you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales peop

success. To survive, a business must continually grow its sales, and the only way it can do that is to remain relevant to the market, and retain the capacity to communicate its relevance in a meaningful way.

Whereas one of our previous reports covered this question from the business marketing perspective, this short report now looks at how the sales person should integrate his/her own activities in order to leverage the whole sales process!

It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! Nevertheless you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales peo

w the sales person should integrate his/her own activities in order to leverage the whole sales process!

It’s true that the notes provided in this report are necessarily simplistic – such a subject demands a book! Nevertheless you’ll see the steps that are required, and you’ll certainly be able to make positive changes that will result in a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales peo

a better understanding of what it takes to achieve your sales goals, together with some solid steps to get there.

Step 1: You Need to Understand, Much More Precisely, What Parts of What You Do Actually Work

We have shown over and over again that in every business there is a Unique Selling Equation (USE) that provides a kind of secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales peo

secret recipe for success. Via brainstorming, either in-house with your team, or with members of your Mastermind Group, or perhaps even by sitting alone and analysing the return on each of the sales activities you engage in, you too can discover that predictive USE.

This automatically achieves 2 important agendas. Firstly, most sales people find they save an enormous amount of time that they were previously spending on unproductive activities. It’s very important to literally dump activities that don’t “earn their keep”!

Secondly, once you have an equation that gives a predictable result, you have complete control over sales levels.

Step 2: Do the Important Things More Often

This might sound simple but in fact it actually describes a cycle: Schedule it >>> Track it >>> Analyse it >>> Refine it >>> Schedule it, etc. For this to work, it means that there must be a documented system and that system is inviolable.

For instance if you have scheduled in a crucial activity like networking, you don’t go booking a client for that time! Why? Because if you keep allowing clients to book over the top of scheduled selling activities, you’ll soon run out of clients! A client who doesn’t understand that is sabotaging your business, and that’s as bad as winning a client who doesn’t pay!

Whilst selling appointments (and your performance at them) are certainly important, you will quickly run out of them if you don't put your attention where it really matters: the building blocks to getting those appointments in the first place!

Sure, from time to time it’s necessary to change your scheduled activities around those building blocks, but only in an emergency, such as a client