Focused Sales Strategies Increase Wealth

In these times of frequent and often substantial market shifts, it’s difficult to know where and how to focus your sales efforts. Most companies keep doing what they’ve been doing, which often involves pushing sales people to close more sales with more clients.

What we know for certain is that increasing your sales exponentially, even and especially with the occurrence of turbulent global change, won’t happen by using your usual tried and true methods.

Aristotle (Aristoteles) Onassis, the well-known shipping magnate said, “The secret of a business is to know something that no one else knows.” Everyone these days knows the “secrets” to great sales, including the solution selling concept and various closing techniques. What Onassis was referring to wasn’t about sales techniques or even having privileged knowledge about your competition.

The only way to exponentially grow your sales is through strategic thinking. Then, and only then, will you know something no one else knows.

For_example, here are two key factors in sales that your competitors probably don’t know:

1. Have a Value Proposition that is created from a unique business model and an exceptional positioning strategy in the market. This is the foundation of your future growth.
   
2. Create Market Loyalty that is based on your strategically created Value Proposition. Market Loyalty goes far beyond clients satisfaction, and if well-conceived is the most critical element of exponential sales growth.
   

Having a sales strategy and sales training without paying attention to your business model, positioning, or overall culture of your organization is like trying to ride a bike without pedals. You’re fine going down hill, but when things get rough (and they will), you’ve got no way to push forward.

Your sales strategy should be just one component of what I call the “Ecosystem” of your company. By understanding the uniqueness of your company, as_a_whole_system, you can leverage your strengths and differentiate yourself in the market. More importantly, you can create a unique and powerful perception of value in the minds of your clients. Forget your competition for a moment. If_your_clients_perceive_your_products_and services_as_having_a_higher_value_than_your_competition,_they’ll_purchase from you.

This unique value you create is your vehicle to long-term wealth creation. Companies who use the “Wealth_Creator_Ecosystem” operate on a totally different level than their competition. Rather than focus on their competition, or even their products or services, they evaluate the real needs of their clients. They know that if they can develop innovative products and services that uniquely fulfill their client’s most pressing needs, they will win.

How to win, and win big

One of the executives of Toyota was quoted as saying, “Everyone wants to copy us, but nobody will ever manage to copy our soul.” This is how you win big in a rapidly changing market. While other components of the Wealth Creator Eco System focus on your business model and overall strategy, the Strategic Laser Sales System™ focuses only on three elements that are the key to sales success:

1. Your Clients
2. The Average Transaction Size
3. The Average Annual Frequency of Purchases

Rather than focus just on number of clients, to win big you’ve got to focus on all three of the above areas.

One quick example of how this works

A company has 5000 clients. On average, each sales transaction is $1500, and clients purchase on average three times per year. Total sales would therefore be $22.5 million (5000 x 1500 x 3).

If you increase each of the three elements by 20%, you get a 73% increase in sales!
(6000 x 1800 x 3.6 = $38.8 million). That’s exponential growth!

(To read more about how this system works, click_here to download a special article)

You can settle for linear growth, or you strategically plan for exponential growth

The Strategic Laser Sales System™, when used in conjunction with the other components of the Strategic Wealth Creator Eco System, doesn’t just give you a head start on your competition, it sets you up for ongoing sales success, regardless of the volatility of the market.

The system is simple and easy to introduce into any company. Often only a few computer changes are required. It’s so simple that many executives overlook the potential this system could represent in the future of their company.

The Strategic Laser Sales System™ includes your strategy session, and a full day of training for your entire sales force. They’ll learn how to use the new, specific strategies and sales scripts that are tailored to your company and based on the value proposition you’ve created that gives you a higher perceived value than your competition.

Focus on just three factors. That’s all it takes.

To learn more about this system, and how I can help you implement it in your company, send me an email message at carlos@carlosdias.com

Or, if you’re not ready to send me an email, be sure to download a copy of the article on the Strategic Laser Sales System that describes the three key elements in more detail. Click_here to download the special article.

Carlos Dias
carlos@carlosdias.com