Last week, (Part One) I shared the realization I had that all I had to do each day was plant a seed (my solution) in the mind of a prospect or customer and it would grow. There’s a little more to it, though, so let’s take a look.
A typical farmer will go out in the springtime and plant his or her crop. How crazy would it be for that farmer to go out two weeks after he planted and begin to curse the ground because it hasn't produced? That wouldn't happen, would it? Of course not; it takes time to grow a crop.
Also, when does the farmer prepare and plant? In the springtime; fall is way too late. I see it happen all the time with salespeople. They wait too long to plant and there is no crop to harvest in the fall.
A farmer plans not only for a future harvest but for potential challenges as well. Let’s say he starts with 100 acres to plant. The farmer knows aside from any natural disaster, he will have a certain amount of crop to harvest in the fall. This is simply the way it works.
The farmer knows that after he plants some of the seeds will be eaten by the birds. Why? I guess because the birds are hungry. The farmer also knows that the hot summer sun will scorch some. The farmer also knows that the weeds will infiltrate the ground and choke out some of the plants as well. But the farmer is confident that there will be a harvest. The farmer is also wise enough to plant more than he needs.
Remember we reap exactly what we sow. So what does this have to do with sales? EVERYTHING! Over the years I have seen thousands of people fail in sales because they didn't clearly understand the law of sowing and reaping. By the time the birds, sun and weeds are finished there is not much left to harvest Sales is the easiest job in the world, if you are disciplined and work hard at it. Help others!
Your Sales Nugget: The more seeds you plant, the more opportunity you have of reaping a bountiful harvest in the fall. It’s a fairly simple strategy. Plant the seed of a sale in your prospects’ minds by telling your story. Plant enough, cultivate enough, and chances are those prospects will grow into bountiful clients.