If you don't have a sales process that works, then you are subject to your prospect's sales process and it may not include you actually getting the sale. The thing is that 80% of sales are made on the 5th to 12th contact.

Yet 80% of sales people never get past the second contact.

So, if you can imagine my ski jump curve with perceived value up the vertical axis and number of contacts along the horizontal axis. As you make more contacts, they are perceiving more value and thus increasing their chance of buying.

Whilst human evolution is a magnificent accomplishment, these days there are many parts of our make-up that are not quite as useful as they once were.

For example, the fight or flight mechanism is probably one of the reasons we are still around today. That chemical self-injection of adrenalin that primes and prepares our bodies to defend ourselves and keep safe by either running away from a situation or engaging in a battle.

Money is a highly charged topic for most people, when most people think of profit it triggers all the emotions that money does, good and bad. 

Which is often one of the reasons why some people’s profits don’t look so good, is because they have a sub conscious blocking or limiting belief around money. 

So, what if we reframed the word profit to number of people who you had a positive impact on?

Cash to business is like oxygen to humans, if it runs out for long enough you die. 

In having worked directly and indirectly with thousands of businesses, the businesses who don’t struggle with cash flow (and thus, their sanity) do these 3 things. 

Think of one of your staff members, now what is the number one thing that you pay this person for? 

This can be a tricky question for business owners to answer with a meaningful response. 

(I go into this in a lot more detail in my book “Find Your Ideal Employee”) 

The most common response I get, after some thinking is “keeping our customers happy”. 

If you know of the 80/20 principle, it simply states that 80 percent of your effort leads to only 20 percent of your income. The other side of the spectrum would say that 20 percent of your effort leads to 80 percent of the results.  

On planet earth, anything that is living, is either growing or dying. Whether that is plants bugs, birds, bears or humans.  

This principle also applies to businesses.  

Usually when a business starts, the owner is passionate and inspired about their enterprise. They work long hours for very little money without a second thought. Everything is new and challenging, frightening, and exciting all at once.