Laser Focussed Selling

If your sales role is feeling a little stale its likely down to some hesitancy in your prospecting activity.

“A full pipeline solves many sales problems” (quote from Shane Preston - check him out SaaS revenue generating systems).

No surprise, prospecting can be very confronting with lots of potential for rejection.

And who wants to be rejected? No one.

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So how to make your sales life a little easier?

A couple of ways around this.

Here’s one that involves finding your “sweet spot”.

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First, a quick analogy…

Imagine the power of the sun. It’s roughly 3 x10^26 watts. That's a lot - hard to imagine that amount of power.

How long you can stand in the sun without getting burned?

Even in the sunniest country maybe 15 minutes, perhaps longer.

Now what about if you pointed a laser pen at the back of your hand? How long can you stand that before flinching?

Half a second perhaps?

And how powerful is a laser pen? 1 milliwatt – trillions of trillions of times less than the sun.

Even a laser cutter that penetrates steel is 500W.

The thing is, the sun's power is emitted in all directions.

The laser pen focuses only on a tiny area, and as you experienced, is still able to produce a result.

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Here’s how to harness your "laser pen like" focus for sales effectiveness.

As with most things, it's simple, but action is required.

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You will need to find the intersection between there 3 things:

1)?An intrinsic and genuine interest in one of these aspects. Either:

a.?The market your target prospects operates within (i.e. their context)

b. Their processes you can help optimise

Action: List all the possible interests about the market you sell into as well as your potential client’s businesses.

2) An aspect your target market values. i.e. it will be either:

a. The problems they encounter (within their business or the market they operate in)

b. The outcomes they want

Action: list all the problems you can help with and outcomes your customer could gain.

3) Your business’ offerings

Action: list all the aspects of your business offerings, related to both product as well as services. Services can include both pre- or post-sale.

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Why Intrinsic Interest

The intrinsic interest is your fuel. If you can hook into something that you genuinely find interesting, it may just pull you forward to read that extra article or interview that subject matter expert.

The intersection of these areas is where you focus your learning, your social media, your prospecting. Provided that it touches area that address your clients problems and desired outcomes there will be interest.

It may take persistent action to become conversationally fluent, however the narrower the area of focus the quicker your impact.

Happy selling, I hope this in some helps you in your sales career.