How healthy is your sales pipeline. If you just said what sales pipeline? We have a problem. If you want a profitable business you need to consistent flow of prospects coming into your sales pipeline so you cna nurture and convert enough leads into customer to generate the income that you want. 

If selling is one of those words that sends a shiver down your spine thise episode will help you overcome any sales reluctance that you feel. Ian shares a host of simple, practical and highly effective strategies to help improve your chances of winning the business. 

You'll discover the most crucial things you need to measure, the activities you need to embrace and the one percenters that will make the big difference to your bottom line. If your sales results need a shot in the arm, this episode will be a great springboard for increased sales. 

1. If you want to maintain a good cash flow and a healthy income coming in you need to maintain a balance in the time you dedicate to three key areas. 

> Time spent Prospecting
>Time spent Securing
>Time spent Retaining

2. If you write proposals or provide quotes one simple tip that can make a big difference is to refer to your document as a Suggested Action Plan. Just this simple change can make your quotation stand out from your competitors.

3. If you don't see yourself as a salesperson, it might be that you have a negative mental picture of what selling is. If you want to reframe your thinking uses the S.E.L.L acronym.

Share - what you can do.
Energy - put energy into understanding your prospects needs.
Listen - Carefully to what they say
Learn - About them before you offer a solution

Follow this framework and you can eliminate sales reluctance forever. 

Episodes mentioned or related to this topic. 

Episode 10 - Keith Abraham - How to Create Focus and Eliminate Procrastination

Episode 24 - Brad Tonini - Trusted Advisor Selling

Episode 29 - Allan Langer - How to Sell More by Selling Less