How can we assure best results? With a clear strategy and focusing it every day. In sales there are three things which lead to accomplish the mission: „Getting the Order“.  No it is not „Product, Budget or Competition“. We have to focus on the other three things:

ACTIVITY - the driver which leads the customer to the decision to buy something. If this is strong, the customer will decide to buy. If it is only a wish to have something, the constraints will be there and the customer will think about buying, but at the end it is not sure if he decides so. So we have to do the right steps to raise his feeling for activity.

POLITICS - Even if the activity is high, we cannot be sure if the decision will be set for our company. Knowing the politics inside the company ensures that we can influence in a way that the right decision - for our company - will be done.

RELATIONSHIP - It is clear that the activity must be clear but to know which problems or needs the customer are most important you have to know the right people in the company very well. If yes, they will talk about your thoughts and will build a partnership with you. This is the best way to understand what your customer needs and how you can help him best. And even where you are not seen yet. He will talk about problems in the last project and you can discuss with him what is his expecation. And yes, you also can tell him your thoughts and which projects you would like to do with him together.

These three easy things are most important for successful sales.

Focus this and stay humble. And you will win more projects.
More of these thoughts soon.