My sales advice is this….
“if you want to double, triple or quadruple your income, you must change what you do, how you do it, and who you do it with”.
Explosive growth is not achieved through working more hours or working harder. Granted, high achievement does require work. But it requires a lot less work than you think or have been taught that it does.
What it does require is that you break the mold and do things differently. More of the same will only give you more of the same. Working harder at what you already do will only produce incremental increases. If you are fine with that my sales advice is just keep doing what you have always done. If you are not satisfied….
In 1996, I was working in corporate America and earning $53k a year. I was at a dead end. No matter how hard I worked – I was making over fifty face to face cold calls a week and driving about 200 miles a day to do so – I could not break out of that income bracket.
The problem was even though I was producing more business than had ever been produced in that territory, I was selling a product in a territory that had limited potential. The reality was that no matter how hard I worked or how many people I called on there was not an opportunity to significantly increase my income.
After eight years of beating my head against the wall, it became blatantly obvious that I needed to do something else.
But what. I had no idea how to get out of the rut. I was depressed and felt like there was no way out.
Introduction to a sales training company
During a random conversation with a friend on a camping trip, I was introduced to a sales training company. This friend, who was in construction sales, mentioned that his company was engaged in sales training with a company that had trainers all across America. At that time, I had been in sales for sixteen years and had never heard of them.
After the trip was over, he sent me some of his materials to review. I liked what I read and heard and contacted that company and inquired about a sales training opportunity with them.
Long story short. About six months after that camping trip, I took out a second mortgage on my home and bought a sales training franchise.
The day I opened my training business, I had zero clients, zero income and $5000 in the bank. To say I was scared is an understatement.
Fast forward twelve months. In the first year in my new business, I made $110,000. More than twice as much as I had ever made in one year.
The next year, I doubled my income and in the third year, I increased the double by fifty percent. In the space of thirty-six months, I increase my income seven hundred percent.
Yes, I worked hard but no harder than I had worked in my previous corporate sales job. The key was not working harder but doing something totally different than what I had been doing.
If you missed this earlier, let me repeat my best sales advice….
“If you want to double, triple or quadruple your income, you must change what you do, how you do it, and who you do it with”. When you do this you will have an opportunity for explosive growth. If you continue doing what you are now doing the best you can hope for is incremental growth.
Be sure to check out Steve’s video titled: Sales Advise Beware of Change in the Marketplace