The Easiest Sale (and the most difficult)

If you are a professional salesperson and you want to increase control of your success, it might help to understand a powerful sales model.

It all starts when you sort your list of clients into OLD (existing) and NEW (no relationship yet) and you sort your list of products and/or services into OLD (existing) and NEW (a new offering).

Here’s a chart that lays it out for you…

You’ll see that the EASIEST SALE (1) is an old product or service to an old customer or client. This is the lowest hanging fruit.

Here’s why…

You already have an existing relationship based on trust (with the ‘client’) and you have a proven track record that the ‘old’ product or service is working for them. You also know the ins and outs of the product or service – so there is nothing new for you to learn.

In other words, your LEARNING CURVE is flat.

The second easiest sale (2) is a new product or service to an old client.

You build on the existing relationship of trust which makes them much more likely to try your NEW product or service offering.

But, because there is learning related to your new offering – for both you AND the client – it is not as easy as #1.

The third easiest sale (3) is an old product to a new client.

The reason this is harder is because you don’t have a relationship of trust yet. To build trust takes time and effort.

The good news is that when you sell an ‘old’ product or service, the product learning curve remains flat.

The hardest sale (4) is a NEW product or service to a NEW client. It’s the highest hanging fruit.

It’s hardest because you have to spend time, energy, and effort on TWO things, not just one. You have to build trust with a new client AND learn how the new product or service can help them.

In this case, the learning curve is STEEPEST compared to the other 3 types of sales.

So, to help you be more successful in sales, it benefits you to spend your time identifying and prioritizing your ‘opportunities’ into one of the 4 categories above.

Once you have done this, first spend your time on opportunities that are the easiest for you to sell and close (1).

Then, move to opportunities in (2) and (3).

Then, when you have exhausted the opportunities in (1) – (3), it is time to move on to (4).

This simple little model will help you work smarter, focus your time better, and help you be more successful as a sales professional.