Three Reasons You Should Avoid the Sales Roller Coaster


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By Pierce Marrs. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

“The Sales Moment; Issue #271”

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Have you ever felt like you are riding a roller coaster of generating new business and servicing the business you have?

While attending a business conference recently, I asked a gentleman how his business was going. His answer was familiar and one I hear often from salespeople and business owners.

He said, “I am spending so much time completing my existing contracts and commitments that I have little time for prospecting and obtaining new business.” He went on to say that while he is generating new business he experiences a lull in his cash flow.

You have probably heard the phrase, keep your sales funnel full. In simple terms, it is the sales process that takes a prospect on a journey to becoming a paying customer. Or, in other words, the time lapse between generating a new opportunity and when you receive the order.A full sales funnel implies you have a steady flow of new opportunities pouring into the top of your funnel producing a steady flow of sales coming out the bottom. An empty funnel can be detrimental to your future sales and income since it can take weeks or even months for the actual order to materialize.

A full sales funnel can benefit you in the following ways:

1. A full sales funnel will put you in the right state of mind. Never needing the sale takes away the stress and pressure of having to make a sale and allows you to serve the client in the best way possible. This prevents you from being a “stinkin” salesperson who desperately needs the sale. A prospect can smell one a mile away!

2. A full sales funnel will stabilize your income. Nothing can be more frustrating than going from feast to famine. *Even though some businesses are seasonal and inconsistent, you should plan ahead for those times and get creative on finding new ways to generate income during the down times.

3. A full sales funnel helps you focus on the most important. It can be easy to fall into bad habits when you are inconsistent in your sales process. Stay sharp and consistent.

“Either run the day or the day runs you.” ~Jim Rohn

Next week we will look at ways you can keep your sales funnel full.

Have a great week!


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