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May 26, 2009 |
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"Learning Sales from the Astronauts"
Dear Top Secrets Subscriber,
One Friday night, my kids and I watched Apollo 13 on TV. I had seen the movie before, but this particular time, I was struck with the number of references to "procedures." The crew needed a procedure for adapting the command ship's CO2 filters using only the materials they had on board. They needed a procedure for executing a burn to correct their course without using their computer. One of the most pivotal scenes in the movie involves astronaut Ken Mattingly in a simulator, trying to create a systematic, step-by-step landing procedure that would work, given the small amount of power they had left.
A procedure is essentially a series of steps or actions that are taken in a certain way, in a specific order, to ensure the best possible result. The checklist a pilot uses prior to takeoff is a good example. And proven procedures are every bit as valuable to sales professionals as they are to astronauts and pilots.
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Top
Secrets Author, Entrepreneur & Business Consultant,
David Blaise |
We Need to Specify Procedures to Grow
Our Promotional Products Businesses
What is your procedure for driving a steady stream of new leads to your door? What is your procedure for qualifying those leads? For converting those leads into profitable sales? For generating repeat business? For generating referral business? For retaining existing clients? For reactivating clients who haven't ordered in awhile? In short, what is your success procedure? Do you even have one? If not, can you see how that could be affecting your earning potential? To learn more about the success procedures of Multi-Million Dollar Producers, click here.
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Sincerely,
David Blaise
Top Secrets of Promotional Products Sales
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