Simplicity

In sales, like in other fields of life, we intend to present and explain things in a complex way.  It is a way of demonstrating more expertise, experience, and knowledge.

And I am no exception.  That is a point on which I have been working for a while.  Each time I have something to explain, I work really hard to bring it down to simple explanations that anybody can understand.  Even in this blog, I am working hard to keep my posts between 300 and 400 words.  In my recent posts about commercial excellence, I claimed that it boils down to selectivity.

It is about believing that more straightforward explanations are more likely to be true than complicated ones.  If you have a headache, it is more likely to be linked to two glasses of vine you had rather than a brain tumor.

Like in sales… sometimes (indeed, most of the time), you do not need big visions, revolutionary ideas or disruptive technologies to succeed.  Working on your offering, price positioning, go-to-market, conversion rates, commercial efficiency etc, might sound too overwhelming.  And I can tell you that most of the ancient merchants used those approaches even before they were called like this.  They used those methods simply to survive.  For them, no other way was possible.

In selling, if you are struggling, it is likely because you have difficulty in the following points, no matter which strategy you have:  

• Serving your customers
• Competing in the best way you can
• Focusing on profitable deals

So it would be enough to improve those points before even talking about the technical terms and theories of commercial activity.

Next time you have some trouble in sales, think of those three actions and ask yourself if it would help before looking for complicated commercial strategies:

1. Serve your customers
2. Compete
3. Repeat

What do you think? Would it help?