Friday, October 4, 2019
Enjoying the National Harbor, MD, I began to compare what the sales cycle and Ferris Wheel have in common. While the idea may sound ridiculous, they both have their ups and downs. In either case, our anticipation of the highs and how we deal with the lows are quite similar.
My Story
It was my very first sale that had me excited and on a high. The anticipation of finally securing a sale, and delivering the good news to the office was exhilarating. It was as if I were on top of the Ferris Wheel.
The high only lasted a short while. A newbie to the sales world, I realized the need to start over again from the bottom. The exhilarating high is only a tiny percentage of the entire sales cycle from beginning to end.
Sadly, counting on a sale and then starting anew soon gets old. The exhilaration of the high is long gone. After three experiences of highs and lows, that gave way to me, realizing there is a better way to approach sales.
Trying something new is always on my agenda. Instead of strictly focusing on prospective clients I believed would purchase, I began widening my scope. A relentless pursuit of all types of companies from one-person shops to giant corporations came on my radar. It was a test to see where the better fit might be and which I most enjoyed.
Instead of the forever Ferris Wheel cycle, I built a steady stream of business. After all that, I was offered training. I came to recognize my new approach is known as the pipeline of opportunity. The only way we can succeed with any career or project is in continually building our pipeline of possibilities.
Seeing to it that the pipeline is always full eliminates the Ferris Wheel syndrome. We thrive knowing that we have a steady stream of business and are adding new possibilities every day. The stark contrast of highs and lows disappears. However, our inner fulfillment plus the joy of a sale puts a smile on our face far more often.
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Your Story: Frustrated By The Ferris Wheel Syndrome
Should you be frustrated by the Ferris Wheel syndrome, take time to consider where adjustments will assist your future moves.
Do you:
- Spend too much time on a select few prospective clients
- Waste time by not advancing the conversations or taking further action
- Withdraw from follow-up believing it’s of no use
- Shy away from getting help
- Overlook development of a returning and referring clientele
Successful salespeople take responsibility for their outcomes. There may be issues with management, or what you are selling does not compete well. Excuses for poor results are easy to come by, but they aren’t helpful.
What can you do to turn the Ferris Wheel syndrome around?
It may be time to get help from a coach or a formal class. In the meantime, continue experimenting with what may or may not work. In either case, the outcomes are good. If a trial doesn’t work out well, you know to drop it and not waste time. When a test works out well, you know to continue with the strategy. Potentially leverage the better strategy for additional opportunities. The Ferris Wheel syndrome is no longer a problem.
As you advance, a new set of highs come your way. Bonuses, recognition, and possibly trips will be your rewards. And the lows should quietly go away. Although attention will not be yours every day, deep down, you will know you found your way. Satisfaction becomes a varying type of high that lasts into the future.
Sales Tips: Frustrated By The Ferris Wheel Syndrome
- Challenge yourself to acquire a known company as your next client
- Create a distant vision for your ultimate high
- Set a challenging yearly goal
- Establish quarterly goals that tie into the year-end goal
- List monthly goals for each quarter, and revisit as the time nears
- Create a mastermind group to motivate and share insights
- Meet and exceed your personal and business challenges
- Be proud of your accomplishments
- Reset your goals and be sure your vision remains remarkable
- Eliminate the Ferris Wheel Syndrome and Celebrate Success!
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