From the desk of: Phil Graham.
On the subject of sales improvement.
Pioneered selling techniques in an industry that does not use capital. The same industry is also risk avoidant, extremely debt-conscious, and generally lower on cash reverses.
Yet my team and I have managed to create a lifetime client value that exceeds £30,000, where the average business sits around £2,000 – £7,000 max. Understanding how to build an ecosystem like this will be invaluable if your business model allows it.
I’ve taught my team to prospect, source, nurture, pipeline, follow-up, close, and collect without me needing to touch a phone.
And when I do touch a phone, I can send a voice note or 5 minute Loom and seal the deal. There’s no reason this can’t be you and your teams.
From one niche and one market, I’ve collectively sold over £10 million of high ticket coaching services inside the fitness training industry (in roughly < 5 years, while maintaining margins that blows minds when they see it). Oh, and I should add, 90% of that revenue was generated in the UK and Ireland alone, without expansion.
That’s a lot of focused sales experience, a lot of planning, and a lot of financial oversight that when translated to your company, will immensely move the needle forward for you and your team.
It’s simple, as it always has and will be. I am a big believer in doing BIG things in the BIG areas with LITTLE effort to get a return.
The more return we see, the more we dial into it. Make sense?
With that said, there’s one formula that’s always stuck in my head, and it’s the concept of compounding triples.
Place 3 numbers together, have a 25% improvement in each, and they will double the return.
25 * 3 = 75.
Yet when compounded together in change, it produces a return that is JUST shy of 100%. That’s what will allow you to double your sales performance when dialing in the right areas.
These are the three components that result in more revenue.
It’s cause and effect, or lead and lag indicators, BUT it’s not enough to work on closing or deal-flow alone.
You may have seen the amazing sales month followed by a flux in revenue that makes your stomach churn. “The business might just have a cold” you say.
But I say you have a degrading issue on your hands that needs to be handled fast.
It looks like this:
You and I are going to dial into each of these areas, assess the map, chart a plan out and put implementable steps in place.
We will cover EACH because each feeds the other. There’s no point in working on one of these on your own because it creates imbalances.
When you have far-too-strong triceps that overpower your chest and you end up with imbalances and impingements. Same in business and sales.
So let’s boost the sales performance of your team and organisation here together.
My recommendation is that I will visit your place or business, or alternatively you come out to my home, and we’ll spend one or two days actively working on your full sales team delivery.
Whether it’s one or two days depends on how big your organisation is, as well as the changes we need to make.
In the event you come to mine, you will be provided transport from the airport (Belfast), to my home, as well as nibbles. On longer training durations, meals will be provided.
I’ll recommend various places of accommodation that are close (just as a heads up, you will need to cover this for you and the team if you’re planning on staying).
In the event I come to your premises, if it’s close to me I’ll make my way there, and if it requires travel by plane, that will be included in the total sales package investment.
Either way, my goal is to show up with predetermined plans and build immediately accessible solutions you can test.
All of these are important, and we’ll likely touch on all.
But it’s likely that two or three of them are your bottlenecks, and that’s where we’ll spend time. We want the biggest margin for growth, right?
If something is already a strength of yours and your teams, it means that there’s less growth or revenue we’ll find there.
It’s in the averages or even sub-averages that we find the great margin. That’s where you and I will play.
Either package above is something you can choose and start today. But my recommendation is to choose the tier that has the most surface area covered.
The bigger your team, the more surface area for sales improvement there is.
The bigger or longer your sales process, the more surface area there is for a total improvement.
So this is a half day, to two days of sales training that holds major upside for you, as you go onto test, train, and tailor the results.
Your ROI will be clear. In fact…
I believe within a week or two of our training, you’ll immediately see the increase in results. But that’s only half of what you’re coming to me for.
You’re coming to me because you will implement a system that improves over time.
Ultimately the more you put into it, the better your results continue to get.
And so from this moment onwards, you’re sat on upside that over the next 90 days, to year, to 3-5 year project… is frankly wild.
Your company leaves with weapons designed to close deals through the chain of lead to customer/client.
Your team leaves with leaders performing better, and underperformers lifting their averages up (which FYI actually holds the most leverage for you).
You leave with the clarity of revenue and sales goals, knowing you have the processes to hit them, in any economy.
Here’s to your upside,