When Sales Are Easy
by Jim Brewer
As I joked in my bio, I started my sales career raising money for my Boy Scout troop by selling brooms. It’s hard to image an easier sale than walking up to a house in small town America wearing a Boy Scout uniform, selling a product that almost everyone needs, and for a good cause. Not to mention, our brooms were made by blind workers.
That does not explain why I was the top fundraiser in my troop and the larger Boy Scout council of northern Ohio. I didn’t work any harder than other top scouts nor did my mom or dad strong-arm the people they worked with into buying my brooms.
I learned an important secret. I simply maximized each sale. Everyone had a driveway, a garage and a basement. Of course, they had a broom! The easy sale would be the least expensive broom in our booklet. That one they would buy out of charity or guilt; an instant $5-$7 dollars. But instead, I sold the higher-priced push brooms for $20-$25 dollars. Driveways are much easier with push brooms. If they didn’t buy the push broom, I could still go for the easy sale.
When your sales are easy, is there a more expensive product, a longer commitment that you can secure? How can you maximize your return and take advantage of a favorable market?
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Maybe you will find you are a candidate for our By-Invitation-Only CEO SEAL team, or you may want a framework to make running your business more profitable, just downright easier and more fun, or maybe you just want to talk about that issue bugging you and would like some free advice… It can be easy!
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