Here's the temptation: stroll into a training and 'dump.' Dump everything we've learned through our high-tech analytics and experience in the industry as fast as possible. Share every tip, technique, secret and tool we know about sales and customer service.
'Dumping' probably sounds pretty silly, right?
Why? Because it wouldn't be effective
The sales elements we illustrate have to be trained in a clearly deliberate and thoughtful way. These skills have to be learned, developed, practiced and refined. Progress takes times. It does not happen quickly. If we tried to train in hyper-speed we would fail.
And even though it sounds ridiculous, many business owners think they can grow their business in hyper-speed. They are trying to boil the ocean. They want to have more. And they want it now.
The problem is: just like the 'dump' method of training, if your business tries to do everything all at once and very fast. You will fail.
Expanding Your Business Too Quickly
A leading cause of failing companies is growing too fast. To steal and grossly modify a quote from Jurassic Park: 'business owners get so preoccupied with whether or not they can expand, they don't stop to think about if they should expand.'
Don't Forget: just like everyone who was eaten by dinosaurs in Jurassic Park, you will always pay the price for growing your business too fast.
The 'Optimitic' Method for Growth
Measurable - You must have a very specific, very planned strategy. And you must be able to define success. If your goal is to 'grow' or 'get bigger' you will fail. Why? Because those are un-measurable goals. What specifically is your business's goal? How will you measure that goal? And how/when will you achieve it?
Milestones - When we train we don't teach people to do 'better.' We teach people to measurably improve one step at a time. Treat your shop the same way. Give it milestones. They could be certain levels of revenue, car counts, or number of employees. Once you've reached a certain milestone you will know what the next milestone is (remember you already have a very specific strategy that lays all this out). You don't just expand because you have dreams in your head, stars in your eyes and money in your pocket.
Living Within Your Means - When families create a budget they often forget to take into account 'unexpected' medical expenses, retirement, car expenses, and home repairs.
This makes no sense.
These 'unexpected' expenses should be expected. They happen every year. Always. Businesses are no different. Make sure you consider employees quitting, employees wanting raises, equipment breaking, or property maintenance. Plan and budget for these 'unexpected' events.
Grow Slowly and Prosper
Before ContactPoint trains we gather real data (in our situation: from actual recorded phone calls), we develop a strategy, we set milestones and we measure, measure, measure. This is a process produces optimal results. It is not an event.
This process the best way to optimally grow your business.
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Jeremiah Wilson is the founder and president of ContactPoint. ContactPoint is the world leader in sales optimitics. Their patented technology records and scores real phone calls so companies hear what their customers hear. ContactPoint provides revolutionary coaching to train companies how to triple sales. Visit http://www.contactpoint.com or http://www.contactpoint.com/about-us
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