I want to share three principles with you to help you generate more sales leads, close more sales and increase client retention.

 

There is a timeless parable that Jesus taught in the Bible that every business owner, manager and sales person can learn from.  This parable illustrates these three principles perfectly.  As Jesus was wrapping up His famous Sermon on the Mount He shared this simple parable.

 

“Therefore whosoever HEARETH these sayings of mine, and DOETH them, I will liken him unto a wise man, which built his house upon a rock.  And the rain descended, and the floods came, and the winds blew, and beat upon that house; and it FELL NOT, for it was founded upon a rock.

 

And everyone that HEARETH these sayings of mine, and DOETH THEM NOT, shall be likened unto a foolish man, which built his house upon the sand.  And the rain descended, and the floods came, and the winds blew, and beat upon that house; and IT FELL, and great was the fall of it.” (Matt 7:24-27)

Don’t Give In To Your Fears

The principle Jesus taught is clear:  If you do the things you learn you will have “rock solid” success.  If you give in to your fears and resist applying the things you learn you will have “unstable” and inconsistent success.

 

Develop the Courage to Change

Applying new sales techniques and making changes in your selling behaviors requires a great deal of self-confidence and courage.  It requires you to be secure about yourself.  That is not an easy task.  It can feel risky and unsafe to try new things or step out of our regular habits and routines (aka: comfort zones).

 

Doing the Uncomfortable

However this very action is the safest thing we can do to increase our sales.  Take calculated risks by being willing to do things you learn that are uncomfortable.  We will never “feel like” making cold calls.  We will never “be ready” to do the hard, boring or time consuming things selling sometimes requires.  But being willing to do what we learn is exactly what creates a “rock solid” set of selling behaviors, attitudes, skills and knowledge (BASK) that we can leverage for selling success.

 

You will start closing more sales when you start closing the gap between what you know you should do and what you’re actually doing.  Let me know if I can help you in that process.

 

Until next time: Don’t just sell.  Create value, do work that matters and make a difference for your clients.

Terry L. Hansen

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