Guaranteed Formula for Sales Success

What is the secret to predictable, consistent revenue growth? For certain, you have to have a great product or service, a way to differentiate yourself from the crowd, and a lead generation engine that is consistently filling your sales pipeline with quality leads.

But beyond that, there’s a formula that is guaranteed to deliver sales success every time. It’s simply…
Telling the right story to the right person at the right time.

Right Story:

The right story must solve a customer’s problem, deliver a benefit, or improve their situation. By focusing on benefits & results, you change the perception of being a vendor who wants to sell them something to a partner who wants to add value to their business. Regardless of how much time & effort you spend getting your message in front of your target audience, if your story is not the right one, it’ll fall on deaf ears.

Right Person:

The right person can act on your story. Depending on your market and complexity of the selling environment, the right person can be several different people over time – each requiring a different story that speaks to their issues and desired outcomes.

Right Time:

The right time is within your prospective customer’s window of opportunity to act. If your offer arrives too late or too early, your story will be ignored. Having a “touch plan” where you engage on a regular basis helps keep you top of mind and can give you the best chance of engaging at the right time.

There’s more than one secret to sales success, but if you misfire on any of these three – right story, right person, right time – you’re sure to miss your mark.