15th Law: Sales Is A Number Game But Always Shoot on Target
Unbreakable Laws of Sales
Be sure you positively identify your target before you pull the trigger. – Tom Flynn
Aim and shoot
Any hunter who shoots without aiming is likely going to miss his target. Smart hunters don’t waste their bullets. They aim before shooting. This is the way to go and this truth applies in other areas too. It is always ideal to know your destination before embarking on any journey. It will end up a wasted effort if you commence an action without identifying your purpose. When you are sure of your target before shooting, attaining result is closer. You also avert wasting resources.
Whatever you do in sales, your main aim is to hit your target. You want to achieve your set goals and ensure that every action is moving according to plan. Successful sales managers do all they can to ensure that their efforts lead their organisations toward the right direction.
An army commander in a battlefield will not command his men to shoot aimlessly. He will ensure they hit their targets; otherwise they expose themselves to danger.
Selling is about ‘real’ numbers
Sales profession is a number game; people are appraised by the number they bring to the table – but it is ideal that salesmen move with high level of precision. Salesmen should spend resources where necessary and where results are expected. You are not permitted to waste scarce resources of time, money, materials and energy in areas that will not yield positive results.
Salesmen who go to places that will not yield required outcomes are seen to be inept. This faction of salespeople may not compete favourably in today’s tough business environment.
Define your purpose
Today’s selling is strategic and precise. You must define what you want to achieve and go for it. You are supposed to get your environmental scanning right; identify your prospects and hit the road.
Don’t set out unless you are equipped with detailed information about your targets; be sure the prospects are the ideal ones. Ideal prospects are the folks who will need your products and services. You can also get referrals from ideal prospects and customers.
Be strategic and rule your sales world
Don’t shoot in the air. Don’t waste your bullets! Hit, once the target is sighted. Just as Tom Flynn, American Author and Journalist rightly stated, ‘‘Be sure you positively identify your target before you pull the trigger.’’
Always remember that your competitors want to take your customers from you. They also want to get to the prospect before you get to them. They want to outshine you in the market. They want their products and services to come first before yours. This is your competitors’ first assignment.
It’s your duty to move like someone who has a defined sense of mission. You should have a clear-cut direction on where to go, how to go there and what to do when you get there. There are no ambiguities in selling; any form of uncertainty may lead to failure. Successful sales folks define and follow the right direction.
The target must be clear
Peter Drucker said, ‘‘Management by objective works – if you know the objectives.’’ You won’t know what to pursue when you have not defined your mission. You must define your objectives before you set out. Your goals should be very clear to you. You should be able to see your target clearly and feel it as if it’s a tangible item. Create the world you desire!
Sell like a champion. Develop a strong sales zone and maintain cordial relationship with your target market. Spread your tentacles strategically. Develop new viable market and sustain your current customers. Spend your business time creatively; don’t waste it – no one manufactures time!
Sell in the right market
Let me tell you a sales truth. You will not succeed in your selling when you sell the right product in the wrong market or when you sell the wrong product in the right market. Endeavour to be at the right place at the right time, doing the right thing. Never engage in motionless movement.
Selling products and services in the market is like a tailor who makes clothes to fit. The products and services must fit the market. They must fit the prospects and customers. This is the beginning point of selling. Once you miss this aspect, a lot will likely go wrong. Again, sell like a Selling champion!