The recent, great fight between Manny Pacquiao and Timothy Bradley tells us a lot about boxing and business. Look at these statistics:
Total Punches Landed: Manny 122, Timothy: 99
Total Punches Thrown: Manny 439, Timothy 302
PCT: Manny 28%, Timothy 33%
This supports Paul J. Meyer’s motto: “What’s behind this door, I cannot tell, but the more I open, the more I sell.” If you throw more punches, you’ll probably land more., even if your opponent has a higher landing (closing) percentage. If you try more, pitch more, ask more, you win more.
Manny won the fight.
Whatever you sell, whatever business you’re involved in, remember that the more you try, the more you succeed. Like Delboy said in the wonderful Only Fools and Horses TV series, “Mine not to reason why, mine but to sell and buy.” Stats tell a story. The more you call, the more you see, the more to attempt, the better you get, the more you hone your skills. Every failure makes you better.
Sweat is weakness leaving the body. No pain, no gain. Work it. Get off your butt, pick up that phone. Like Thomas Edison said, “Our greatest weakness lies in giving up. The most certain way to succeed is always to try just one more time.” And the best time to sell? Right after you make a sale – pitch someone else while you’re on a high!
That’s why it’s good to work in a Team to motivate and measure and stay on your game, good to have sales competitions, good to keep track, important to measure activity statistics, and vital that we have a Plan of Action to support our goals. As solo entrepreneurs, we can also measure and compare our activity, closing ratios, and results. If you don’t / can’t measure it, you’re not managing it / can’t manage it.
When I train sales people, I say, “Do you want to more than double your sales? Here’s how: As long as you don’t lower your standards regarding qualified prospects, just double the amount of people you contact! If you are currently contacting 20 per week, contact 40.” It works every time, because the more people we see, the more we have in the hopper and the pipeline, the less concerned we are about losing a sale, the less desperate we are, the more relaxed and confident we are, the more we can hone our skills, so the better we get. As a result, our closing ratio improves and we sell even more!
To sell more, see more. And if you want to know how to find more qualified prospects, I can help you with that, too.
Robin Elliott LeverageAdvantage.com