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The Power of Knowing What to Tweak

I was a brand new director on one of my first location visits.

I sat down with a rep who had always been a solid performer.

I knew he was not tapping into his potential.

Even though he had increased his income each year..

I knew he could do more.

I asked him: “James, would you be open to some ideas?”

“Uh..sure”-He hesitated.

“Based on your current numbers..you could make an extra $40K+ this year”-Me

He looked skeptical

I pulled out a sheet of paper. “Let me show you”

I started mapping out his numbers.

“If you kept the same deal size and closing ratio, you need 2 more meetings each week”-Me

“2 more..that’s it?”-He looked shocked

“How much time would it take to run those meetings?”-Me

“Less than two hours”-James

“Is it worth making an extra $40K this year for 2 extra hours/week?”-Me

“Hell yeah!”-James

Fast forward and James made $50K+ more that year.

He sold more than he ever had.

One tiny tweak that resulted in $50K more in income.

A 45% increase in income.

The truth is: success is never one big move or action.

It’s usually tiny tweaks.

When you know what tiny tweaks to make..

The results can be exponential.

Do you agree?

PS Want help tweaking your sales process to improve your results? Free training here.

#sellmoresellbetter #saleslife


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