90% Rule of Selling
A sale can go in many different directions; Your client can choose to buy your product or service, they may choose to divert funds from one project to another, they may decide that a competitor’s product is a better match, they may choose to do nothing at all.
There are many variables at play in selling.
Here are a few;
- You-r relationship with your client or prospect;
- You-r skill level in identifying pain points;
- You-r skill level in identifying and relaying how your product or service addresses your clients needs;
- You-r follow up and follow through;
- The quality of your product or service;
- Product pricing in relationship to your clients budget;
- Competitors relationship, selling skills, pricing and product quality;
- Competing demands on your clients budget;
- etc... feel free to add more variables to the comments below.
An overarching variable that determines the quantity of sales is your activity level. What efforts are you consistently putting out to put yourself in front of new problems to solve?
In my history of working in sales and with fellow sales professionals the ones who go on to achievement are the ones who focus on the variables they can influence - at least 90% of the time. For the most part they put the remainder of the variables out of their minds - at least 90% of the time.
What variables can you influence?
In the above list they are the ones that start with YOU.
Really you can only influence the variables within your control and it can all be boiled down to a focus on your mindset, skill and activity level.
I challenge myself regularly to focus on the 90%. I suggest you do as well.