The Problem: Increasing Revenue
You need to achieve your revenue goals. You experience one of these scenarios:
Scenario #1: The Prospects from Fantasyland
Every prospect welcomes you with open arms and a big bag of money. They do cartwheels of joy during your presentation. They never bring up objections. They buy without even being asked.
Scenario #2: The Prospects from Hell
Every prospect has a few surprises for you. Some prospects change their needs in the middle of your presentation. Some prospects aren't qualified to buy, even though they said so in the beginning. Some prospects really appreciate your free consulting, even though they will never buy from you.
Scenario #3: Your Real Prospects
Your pool of prospects has people from Scenario #1 and Scenario #2. They're human, just like you and me. You learn their needs, and you help them the best way you can.
What to Do When You Hit the Wall
In every worthwhile endeavor, something gets in your way. You hit a wall. When you hit that wall, you have a simple choice:
- Stop. Accept your situation. It's too difficult or risky to try to move forward.
- Break through the wall, and enjoy the treasures on the other side.
Most people choose Option 1. It's safer and easier.
High performers choose Option 2. It's risky and it's difficult, but it's definitely worth the effort.
5 Steps to Breaking Through Sales Walls
Here's a five-step process you can use to break through the wall that stands between you and your goal:
Step 1: State your goal.
What is it that you're trying to achieve? Describe your goal clearly, using these elements:
- Specific, measurable deliverable.
- Due date.
- Person accountable for achieving the goal.
Step 2: Define your wall.
What is holding you back? Write a one-paragraph description of your wall. Is it tangible, like a brick wall? Or is it intangible, such as an idea or a law. It is interesting to note that 90% of all walls consist of fear.
Now, examine the essence of the wall. What is it made of? How is it constructed? Where are its weak points?
Step 3: Make your plan.
Now that you've defined your goal and discovered the essence of the wall, you can make a plan to break through. Your plan will contain these elements:
- A resource list, including people, materials and tools.
- A list of the steps necessary to break through the wall.
- The due date for completing each step.
- The person responsible for completing each step.
Step 4: Execute your plan.
Coordinate the completion of each step. Monitor your progress with appropriate measuring tools. Hold status meetings to ensure the steps are being completed on time.
Step 5: Celebrate your success.
Close out the project. Hold a "lessons learned" meeting to discuss what worked and what needed attention. Document the "lessons learned" meeting in the archives, for use in the future.
This five-step Breaking Through Walls process works in sales, leadership, traffic court and many other areas.
It's Your Turn
The next time you hit a sales wall, don't give up. Have courage! Apply the five steps of Breaking Through Walls. Claim the prize on the other side. You deserve it.
P.S.: I wrote "Breaking Through Walls" as a business novel about overcoming life's obstacles. A reader called it a great sales book. For more details, Click Here.