"Sales came so quickly, in such great abundance..."
I borrowed that line from Think and Grow Rich. The original one says:
"When riches come, they come so quickly and in such great abundance that one wonders where they have been hiding during all those lean years."
There's a reason I adapted it to sales, because it's part of a true story...
For years I would have endless sales cycles of up and down, up and down. Good month, bad month.
What was most frustrating was that after those good months, and especially the huge sales months, I'd get so frustrated at not being able to continue the trend. Why couldn't I just sell that much every month?
This went on. And on. And on.
As it turns out, the key to beating this problem was to stop listening to sales managers (BIG surprise!).
BUT - I figured this out completely by accident. Here's how:
I had gotten to be good friends with Joe in my office, and we started working together on selling, even going to each other's appointments in order to help each other close more sales. While this was more time consuming for each of us individually, what happened was that we both began closing more than double, so the return on that time investment was more than worth it.
After a while we had gotten into a rhythm with this. Our sales numbers both increased and we were both earning more, and were both happier. (Autocorrect just tried to change that to "eating more" which would be true too - more commissions means much better lunches every day!)
It took a while though for us to notice something even more astounding: The ups-and-down of sales cycles were gone. We were not only selling WAY more, but were doing it a lot more consistently!
Very simply, it's because we got into such a groove doing our own thing that we began to ignore our sales manager and even started blowing off meetings now and then. Nothing was said about this because we were doing so well, and everyone knows that top-performing salespeople can get away with practically anything.
The difference was that we stopped cramming the last week of every month trying to make quota. We also stopped slacking off the first week of each month like most salespeople do, since the pressure to immediately sell isn't there.
Instead of being aware of what week of the month it was, or how many sales days were left in the month (something the manager would open every meeting with), here's what happened:
We woke up every day, and did the SAME THING every day.
That's it. There was nothing else to solving the issue of sales ups-and-downs.
This naturally irritated our co-workers who were convinced that we must have been getting leads handed to us by someone in the company, which was not the case at all.
The story doesn't end here, though. There's more:
By working together, Joe and I killed two birds with one stone:
First, we eliminated the problem of ups-and-downs, ruts-and-rolls, by abandoning the issue of selling by the month and taking each day as it comes.
Second, we added an element not of "quality over quantity" but "quality AND quantity."
In becoming consistent with our sales numbers, we turned those numbers into HUGE numbers by ONLY dealing with the very highest-quality leads. It's not enough to merely be consistent. It's about being consistent with the RIGHT people.
We did this by recognizing that by exponentially raising our closing rates, we freed up a lot of time that could be spent prospecting. But instead of blindly going out cold calling, we decided to make the very best use of that time. This meant only dealing with prospects who are ready to buy right now.
Lucky for Joe (and for me too) I had already been spending lots of time - meaning a couple of years - working out via trial and error a very solid lead-generation plan.
I figured out what works, what doesn't, and stuck with the most powerful methods. I assembled them into a system, and began using that system. And it WORKS.
The result: "Sales came so quickly, in such great abundance, that one wonders where they were hiding during all those lean years!"
And nowadays, the number of effective lead-generation methods have increased exponentially with the advent of sites like the very one you're on now.
-Frank J. Rumbauskas
If you're not up to speed on modern, Information Age lead-generation methods, learn how you can stop cold calling forever and become a sales rock star by downloading a 37-page PDF preview of the Never Cold Call Again System here.
New York Times best-selling author Frank Rumbauskas is the creator of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s Most Influential People. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com