They say a rising tide floats all boats and this was certainly true across most industries for a long time.
The tide was coming in bringing an abundance of business….but the tide went back out and many Businesses are now feeling exposed. They have realised they lack key disciplines around knowing how to position themselves uniquely and knowing how to have pointed conversations to convert prospects. Businesses simply didn’t need to be sharp with these things when the tide was coming in.
Here’s a quick story about two separate clients, let’s call them Starsky and Hutch.
They were both in this situation where the tide had stranded them driving down their sales conversion.
Starsky was quite a structured fellow following a methodical process in his sales calls, but lacked confidence.
Hutch on the other hand was the opposite, no shortage of confidence but was quite ‘loose’ in his approach.
We coached Hutch around our 6-step sales model to provide a structure for his conversation.
As for Starsky, layering in more structure wasn’t the solution – we unpicked some of his limiting beliefs and confidence blocks that allowed him to show up in sales meetings and really hold his value.
You see structure without confidence is robotic…..and confidence without structure is chaos.
Both had a significantly increased conversion within 3 months.
Do you measure your sales conversion?
Which is your main challenge….structure or confidence?
If it’s structure, try writing down 3 questions you will ask before the meeting.
If it’s confidence, you may be attaching too much importance to the result…