The Only Feedback You Can Trust

Millionaire Real Estate investor and resident Shark on the hit TV show Shark Tank, Barbara Corcoran, advised an entrepreneur that the only feedback you can trust is sales. In her presentation, the business owner mentioned that everyone that saw her product loved the idea but after four years in business, her sales were dismal. Like it or not, sales are the number one indicator of success. This is a difficult reality for some business owners but it is the truth. Especially for those hopeful entrepreneurs that tell me they want to be in business but don't want to be in sales! Business without sales is a hobby. Sales are the lifeblood of a business. Your business will not survive or thrive without a sales process and a concerted effort to have paying customers. I recall numerous conversations with a sales manager who understood this philosophy. This is a typical conversation: Me: I just left my sales call. Sales Manager: How did it go? Me: It went great! Sales Manager: Did you get the order? Me: No. Sales Manager: Then it was not a great sales call. We understand that in a relationship sales process, the prospect may have multiple touches with you before they trust you enough to open their wallet. Regardless, in order to succeed in sales and have a successful business you have to intentionally ask for the business. I call this gaining commitment. It is also called closing the sale. This also assumes you have qualified the prospect and shown them a viable solution. For some people asking for the business can be the most difficult part of the process. If this is you, ask yourself, "do I believe in my product and can I meet or exceed the expectations of my customers?" If the answer is yes, then you deserve to get paid. I bet you pay for stuff all the time and feel satisfied that you received the value you expected. You were being sold and you didn't mind. Your customers will feel the same way about you. Go ask for the business! In closing, if the word selling trips you up, instead of a Sales Process, maybe you should have your own Serving Process. Have a great week! Pierce