Have you ever wondered how consistent and predictable your customers see you as a salesperson? Do you rival our weather for consistency or are you as unpredictable as hurricane season in the Caribbean? How comfortable are your prospects, customers, employer or manager in the belief that you will be consistent in your performance? That you will deliver on every commitment, every time? Without fail?

How consistent are you in your prospecting, selling and servicing efforts? How predictably accountable are you in meeting your promises, following through on issues and fulfilling obligations to customers? In today’s competitive marketplace customers are starving for a salesperson they can count on to deliver predictable results and fulfill every promise.

As basic and fundamental as this may appear on the surface, it is, unfortunately, rare. In fact, it’s so rare that I will make this promise to you. If you do nothing more than meet commitments, show up on time, fulfill promises and deliver your product/service on time and within budget you will outperform most of your competition! It’s really that simple.

One more time, let’s take a look at the basics:

1. Meet all commitments
2. Be on time
3. Fulfill all promises
4. Deliver on time
5. Deliver within budget

On the surface, this looks disarmingly simple. However, you need to understand that you only need to be 2-5% better than your competition in order to be highly successful in the world of sales. Fortunately for you, this isn’t overly difficult to do if you will just adhere to the following 5 steps:

·         Be careful not to over commit as related to time, support or organizational capabilities.

·         Manage your time and activities carefully.

·         Monitor all production and delivery schedules daily.

·         Allow time for prospecting, selling, servicing and supporting customer commitments on a regular basis.

·         Maintain emotional equilibrium in the face of demands, difficulties and changing priorities.

Your customers face a continuous flow of change, difficulty and challenges in their day-to-day lives. The last thing they expect or need is for your problem to become their problem. In short, they don’t need to be saddled with your inability to deliver on promises due to things either under or outside of your control.

That is predictability. And consistency. Coupling these two powerful concepts together can truly differentiate you from your competition. As a business owner myself, I long for the days when I could purchase a product or service and forget about it until it was delivered. And delivered time, within budget and with the quality promised. If you can just do that you will outduel your competition. It’s just not that difficult. But, like lots of things, because something is simple doesn’t mean it’s necessarily easy. If it was that easy, everyone would do it. And that would make it more difficult for you, wouldn’t it? Forge ahead of the crowd – simply deliver on what you promise every time.
 

©2000 Bill Brooks, The Brooks Group, Greensboro, NC

For almost two decades Bill Brooks has been one of America’s most in-demand sales speakers.   The reason behind Bill’s tremendous popularity is that he has successfully accomplished what other sales speakers merely talk about.   He enjoys real-world, legitimate sales success, executive experience, in-depth topic expertise, academic preparation, as well as the highest speaking and consulting accreditations.   Bill has been a sales executive and marketing manager, an international sales award winner, CEO of a 300 million dollar corporation and successful college football coach with a 70% winning record.   He has managed a national sales force of 4000.   Bill is author of over 100 video and 200 audio programs, and 9 books.   He has hosted over 300 satellite television shows.   For more information about Bill Brooks’ speaking, training and consulting services; or learning tools, call 800-633-7762 or e-mail sales@thebrooksgroup.com or visit his website at www.brooksgroup.com.