Looking for a good crop circle conspiracy story? Wrong Word Press site. Although, who doesn’t love a good story about aliens etch-a-sketching in Farmer Brown’s field? No, this an article about sales……And crops.
It doesn’t matter about sun, rain, or a biblical plague of locusts. Well, of course all that matters, but none of that will be a concern if you don’t plant enough seeds. Imagine what happens if you only plant a few ears of corn? If they even grow, you will probably over water and fiddle with them so much that you will kill them. Over attention is just as bad as no attention, and it all starts with planting enough seeds.
This is happening right now in the sales world. Yes, Covid-19 has been horrible. Yes, its harder to reach decision makers. Yes, you are going to have to find new and creative ways to survive. It’s easy to blame Covid-19 for everything, but the problem is not just with Coronovirus, the problem is you didn’t have enough in the pipeline.
Enough in the pipe makes a lot of problems and sins go away. Cancellations, stalled deals, and losses to the competition don’t sting as much when you have ten other deals to fall back on. The other sales killer is counting on one deal for everything. You go from persistent to pest. Once that prospect smells your commission breath you’re dead.
Sales is about communicating, building relationships and serving enough people that your calendar is always full…..No white space. Always working to help the next client. Believing in what you sell so much that you KNOW you are doing a disservice when someone doesn’t buy.
Pick up the phone……Stop selling and start communicating. Ask someone new how they are coping in this environment. Don’t just make a sales call, start a new conversation. Sow the seeds and get your pipeline full……And once you hit your budget, take a few minutes to relax and find that crop circle website