Generate More Business by Focusing on 1 Key Area of the Sales Cycle
Today I would like to highlight why placing more focus on the beginning of the sales cycle is so important in maintaining long-term success.
In order to make positive progress and achieve desirable results, agents need to think critically about where those results come from. It’s time to dedicate some attention to where the sales cycle begins, not just where it ends.
Our team has actually created a chart of the sales cycle that identifies the linear track we use to maintain a balance between serving our clients while continuing to generate a high-level of business. We’ve broken up this chart into sections. The first section is lead generation and the second section is appointments, after which comes a wall of value. This wall of value separates the first two components of the process from the results, which are closings and profit.
While all aspects of this cycle must work together, the beginning of the cycle is particularly important. At the start of the sale cycle, agents should need to ask themselves three things:
Am I talking to the right people?
Am I saying the right things?
Am I saying those things often enough?
Being able to say “yes” to these three questions will help you to achieve and maintain positive results on a systematic level.
Unfortunately, too many sales agents focus on the results of the outcome without considering where those results come from. When agents don’t dedicate enough attention to lead generation and the beginning of the sales cycle, their results suffer.
If you have any other questions or would like more information, feel free to give me a call or send me an email. I look forward to hearing from you soon.