In the realm of business and personal development, the concepts of motivation and inspiration are often used interchangeably.

The reality is, there’s a critical distinction between the two: one that can mean the difference between struggling to push forward and finding a natural rhythm in one’s endeavours.

In this episode, we discuss that difference, looking at:

- The different drivers of motivation and inspiration

- How to align your actions with your goals and values

- The six Ps of business success

The Path to Sustainable Drive

Ultimately, the key to sustained success and fulfilment lies in discovering and pursuing what genuinely inspires us.

When we align our work with our passions, we naturally develop the clarity, discipline, and enthusiasm needed to succeed.

External motivation becomes redundant because we are no longer forcing ourselves to move forward, we are being pulled towards our goals by our own inspiration.

Take a moment to reflect: Are you motivated to work because you must, or are you inspired toact because you truly want to? Identifying this distinction may be the most important step towards a more fulfilling and successful path.

Highlights

01:08 Understanding Inspiration vs. Motivation

01:46 Aligning Actions with Goals and Values

02:53 Finding Clarity and the Six Ps

03:50 Maintaining Personal Space and Processes

05:05 Finding the Path to a Sustainable Drive

Resources

What Do You Want from Your Business https://www.enevergroup.com.au/what-do-you-want-from-your-business/

Staying Motivated in Business https://www.enevergroup.com.au/from-inspiration-to-action-staying-motivated-in-business/

Business Wisdom: Strategies for Success

https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

Setting goals is an essential step towards achieving the things you desire in life, whether they be personal or professional.

But the reality is, many people struggle with setting goals and then implementing them.

Here, we look at some tried and tested techniques to help you turn your dreams into reality, including:

- How to Plan, Act, and Evaluate your goals

- Overcoming the mental barriers to goal setting

- Using the ABC framework to set effective goals

When to Set Goals? The Best Time is Now

Goal-setting is much like planting a tree. The best time to do it was years ago, but the second-best time is today. If you have not yet established clear goals, now is the perfect moment to start. It does not have to be anything monumental, it could be something as simple as a task you want to complete today or a long-term vision you hope to realise in the future.

Setting goals does not have to be complicated or stressful. By adopting the Plan, Act, Evaluate method and simplifying goal-setting through the ABC approach, you can make significant strides towards achieving your dreams. Remember, success is not about never making mistakes; it is about learning from them and continuously improving.

Start setting your goals today, no matter how big or small, and take the first step towards turning your dreams into reality.

For more insights on growth strategies in business, check out my book Business Wisdom: Strategies for Success, where I delve deeper into these principles and provide actionable tips for entrepreneurs.

You can also check out my comprehensive library of tools, resources, and expert strategies in my Business Wisdom Vault https://academy.enevergroup.com.au/bundles/BusinessWisdomVault.

If you’re considering expansion and want to ensure it’s the right move for your business, book a discovery call with me to explore your options and create a roadmap tailored to your goals www.enevergroup.com.au/booking-clive.

Highlights

01:01 Plan, Act, Evaluate: A Simple Framework

01:45 Overcoming Goal-Setting Challenges

02:32 The ABCs of Goal Setting

03:59 Timing and Flexibility in Goal Setting

04:43 Conclusion and Final Encouragement

Resources

Proactive Planning: Securing Future Success https://www.enevergroup.com.au/proactive-planning-securing-future-success/

Turning Goals into Action https://www.enevergroup.com.au/turning-goals-into-action-for-2025/

Business Wisdom Vault https://academy.enevergroup.com.au/bundles/BusinessWisdomVault

When it comes to business success, there’s far more to it than turnover and profit. Instead it’s about consistently delivering exceptional results by setting clear goals and tapping into your team.

Here, we look at teamwork and effective goal setting, including:

- The role of your team

- How to optimise processes, reduce waste and maximise productivity, and

- The balance between individual and team goal-setting

The Path to Continuous Improvement

Operational excellence is not a one-time achievement but an ongoing journey. By fostering strong teamwork, aligning individual and team objectives, and committing to continuous improvement, organisations can unlock their full potential.

By embracing these principles, businesses can create a culture that values efficiency, innovation, and collaboration, ensuring long-term success in an ever-evolving market.

Highlights

00:38 Defining Operational Excellence

00:59 The Importance of Teamwork

01:51 Effective Communication in Teams

02:18 Balancing Individual and Team Goals

03:16 Practical Tips for Achieving Operational Excellence

Resources

- Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

- Business Growth Through Scalable, Repeatable Success https://www.enevergroup.com.au/product/business-growth-through-scalable-repeatable-success/

- Smart Goals: What Are They?

https://www.enevergroup.com.au/smart-goals-what-are-they/

It has long been proven that setting goals significantly enhances achievement. Yet, many business owners struggle to establish clear objectives. One of the primary reasons for this hesitation is the lack of a defined pathway to success. Without a clear direction, it becomes difficult to visualise what is possible, leading to uncertainty and inaction.

The Importance of a Clear Pathway

When entrepreneurs look ahead and see obstacles, whether financial constraints, operational inefficiencies, or market saturation, it can be overwhelming. The instinctive reaction is often to clear these hurdles manually, tackling each issue as it arises.

While some obstacles do require direct intervention, a more effective approach is to prevent unnecessary challenges from emerging in the first place. This proactive strategy can streamline operations, allowing business owners to focus on growth rather than firefighting.

A Path to Success

Success in business does not have to be an uphill battle filled with unnecessary complications. The key lies in strategic planning, proactive decision-making, and a commitment to continuous improvement.

For those willing to adopt this approach, the rewards are substantial, more time, more satisfied clients, and a business that genuinely supports the lifestyle they aspire to. The path is there; it just needs to be followed.

Highlights

00:50 Clearing the Path to Achieve Goals

01:24 Essential Business Elements

02:55 Understanding Key Performance Indicators (KPIs)

03:57 Balancing Business and Personal Life

04:54 Identifying Your Ideal Client

05:39 Conclusion and Final Thoughts

Resources

- Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

- Business Growth Through Scalable, Repeatable Success https://www.enevergroup.com.au/product/business-growth-through-scalable-repeatable-success/

In business, counting isn't just a mechanical act; it's a fundamental cornerstone of management.

Why? Because what you can measure, you can manage. Here we look at business numbers including:

How to understand the data

The story in your profit and loss

Counting what matters

Understanding your business numbers

When starting out, it's easy to overlook the importance of numbers, especially when managing seems to focus heavily on conversations and motivating people.

But there's a far more straightforward path to managing both people and your business more effectively: understanding your numbers.

Numbers tell a story

Numbers, whether they appear on a profit and loss statement or a balance sheet, tell a story. They reveal insights and guide decisions.

Many business advisors frequently emphasise the need for their clients to delve deeper into their business figures, not just superficially glance at them.

But understanding isn't merely about mapping out where numbers fall on a page. It's about interpreting these numbers to know precisely what they depict about your business health.

The Story in Your Profit and Loss Statement

Take, for instance, your profit and loss statement. It's not just a list of financial items; it's a narrative of your business's performance.

At times, the figures at the bottom might be daunting, but these are the stories numbers tell—the highs and the lows. Grasping the full implications of these numbers prepares you to enhance your results and steer your business towards growth.

Good Numbers and Bad Numbers

The good numbers and the bad ones, while numerically different, are grounded in the same principles.

Poor figures often lead to unsatisfactory outcomes, while robust figures breed successful results. It’s an elemental concept: understand what counts and focus your energies on measuring and managing those aspects.

Counting What Matters

Often in business, things are counted simply because they can be, not because they bring any real value.

It's crucial to distinguish what genuinely influences results and concentrate on those metrics. Once you identify these influential factors, effective management follows.

A typical business challenge

Let’s streamline this with a simple example: acquiring customers.

A typical business challenge involves speaking to a certain number of prospects to convert one into a customer. Regardless of skill level, this ratio holds universally true.

Knowing this, you can review your performance in reaching customers. For example, if you need to talk to 10 people to secure one customer, then for three customers, you need 30 interactions. It's arithmetic but enlightening.

Time becomes a critical factor here, too. If speaking to 10 people takes a week, obtaining three customers necessitates three weeks of hard work.

If your goal is three customers within a single week, strategies must adapt. You could either refine your approach to reduce the number of prospects needed for each conversion or enlist additional help to meet your targets.

This straightforward analysis of numbers isn't just about adjustments in strategy. It's about unleashing the potential within your business.

By understanding your numbers, you unlock pathways for growth, efficiency, and superior outcomes.

As you engage with these figures, you'll find your performance improving, your business expanding, and your capabilities sharpening. Even your behaviours might adapt, prioritising what yields the best results.

The quest for better outcomes

At the heart of business improvement is the quest for better outcomes. By consistently measuring and managing your activities, you cultivate an environment for success.

Numbers deliver a unique advantage. They offer an objective lens through which to assess and adjust operations. Unlike human feedback, which might be tempered with personal biases, numbers present clear-cut facts.

An objective analysis leads to actionable insights and, thus, significant growth can emerge from minor changes implemented at the earliest stages.

Counting is a necessity and strategy

Being conscious of numbers isn’t simply a business necessity; it's a strategy for progress and prosperity. So, if you aim to elevate your business, start with counting. Understand what your numbers say, and let that guide your journey to success.

Unbelievably small changes can lead to tremendous results when measured and managed effectively, showcasing the profound power hidden within the simplicity of counting.

Highlights

00:00 The Importance of Counting in Business

01:10 Understanding Your Numbers

02:49 Counting What Matters

03:28 Practical Examples of Counting

06:08 Improving Business Through Numbers

06:56 The Objectivity of Numbers

Resources Mentioned in the Podcast

Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

Business Growth Through Scalable, Repeatable Success https://www.enevergroup.com.au/product/business-growth-through-scalable-repeatable-success/

The Numbers You Need To Know In Sales https://www.enevergroup.com.au/the-numbers-you-need-to-know-in-sales-to-attract-the-revenue-you-need/

What And When To Measure In Business https://www.enevergroup.com.au/measured-approach-measure-business/

In business, one of the best ways to measure success is via numbers. After all, numbers never lie and ‘if you can count something, you can manage it’.

But what exactly should you be measuring? Here we look at counting to improve the efficiency of your business, including:

The importance of knowing your numbers

What exactly to measure

How to determine the story those numbers tell

The Power of Knowing Your Numbers

You might have heard the old saying, "If you can't count it, you can't manage it." This age-old wisdom rings truer than ever, especially when it comes to improving efficiency and driving business growth.

The key? Learning to quantify what you do so you can manage and enhance it effectively.

Understanding Key Performance Indicators (KPIs)

Let's start with a fundamental concept: Key Performance Indicators (KPIs), or as I like to call them, critical points of interaction.

These are the crucial moments in your interactions with customers or potential clients that can lead to different outcomes.

Picture yourself at a T or Y intersection, facing choices that can take you down different paths. The goal is to guide these interactions towards the desired path. But how do we do that? By counting every interaction.

Counting Every Interaction

To begin with, identify and start counting the simple things you do in your business.

These could be phone calls, emails, or face-to-face conversations. Each interaction is an opportunity to influence the direction of your business.

It’s vital to count both the positive and negative outcomes of these interactions to gain insights into what works and what doesn’t.

For instance, when you answer a call, consider the outcome: Does the caller become a customer, or are they put off by the conversation?

Counting these instances gives you a clearer picture of your strengths and weaknesses, and more importantly, how you can improve.

Communication is Key

Think about how you communicate with your customers. Are you engaging directly, via phone, email, or social media?

It's important to count the number of contacts you make in each mode. Whether you're speaking to one person a day or reaching out to 30 people, the key is to analyse what happens as a result of each interaction.

The Importance of the Story

In addition to counting contacts, tally how often you share your story and how it impacts your audience.

This involves counting the number of times you share what you do and how often you suggest your product or service. If there's a gap between sharing your story and asking for a purchase, it might indicate a lack of confidence or clarity in your message.

Count the instances when you complete your story and ask for action, then track how many people actually buy from you. This will help identify potential mismatches between your story and customer responses.

Analysing the Outcomes

As you count, start analysing the outcomes. If you’re reaching out to many people but aren't telling your story, you may be talking to the wrong audience or hesitating to share your business purpose.

On the other hand, if you're telling your story and people aren’t buying, it might be a sign to reevaluate how you communicate your value.

Improving Through Analysis and Adjustment

By identifying and analysing these critical points of interaction, your business can begin to operate more fluidly.

You can pinpoint behaviours or activities that lead to successful interactions and implement them more broadly. Conversely, identify what isn’t working and make necessary adjustments.

The Numbers Tell the Story

In business, the answers are often found in the numbers. But it’s crucial to ensure you're counting the right things and analysing them effectively.

Numbers alone don't tell the story; it’s how you interpret and act upon them that drives change.

As the old adage goes, "In business, there are many things to count, and many things that count”.

Understanding and utilising your business’s numbers can lead to a more prosperous and efficient operation.

Highlights

00:32 The Importance of Counting in Business

00:45 Understanding Key Performance Indicators (KPIs)

01:39 Analysing Customer Interactions

03:13 Effective Communication Strategies

04:17 Tracking Sales and Outcomes

06:35 Interpreting Business Data

07:36 The Story that Your Numbers Tell

Resources Mentioned in the Podcast

Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

Measuring And Adjusting To Improve Your Business https://www.enevergroup.com.au/measuring-and-adjusting-to-improve-your-business/

What And When To Measure In Business https://www.enevergroup.com.au/measured-approach-measure-business/

The Measure Of Business Success https://www.enevergroup.com.au/the-measure-of-business-success/

It’s often underrated, but listening plays a pivotal role in ensuring business success.

This often undervalued aspect of communication holds the power to uncover insights and lead to successful outcomes, whether in business or other aspects of life.

Here we discuss listening, including:

Why it matters

How listening improves the customer experience

Strategies to ensure you are actively listening to your customers and staff

Why Listening Matters

Listening is not merely about hearing words. It is about understanding and interpreting the intentions and desires behind those words.

If individuals approach conversations with preconceived outcomes in mind, they risk asking the wrong questions. This approach results in answers that might not accurately address the issue at hand.

Moreover, when people do not listen attentively to the responses they receive, there's a high chance that they might misinterpret these replies, mistakenly perceiving them as validation of their own beliefs. This can cause immense frustration for both parties involved.

Consider a scenario where someone decides on a particular course of action without genuinely understanding the perspectives of others.

This can lead to disappointment and annoyance if others do not wish to participate as expected.

It is crucial to reflect on such situations and ask oneself, "What could I have done differently to yield a more favourable outcome?"

While one cannot control outcomes, one can control their actions and responses. By taking a moment for a little introspection, individuals might uncover steps they could take in future situations to align with their desired results.

Business Alignment through Effective Listening

In the business world, success often hinges on achieving outcomes that satisfy both the client's needs and the provider's offerings.

When engaging with potential clients, if it becomes evident that one's services do not align with their needs, it’s still a good outcome as it helps to avoid future dissatisfaction.

Conversely, when there is a clear fit, and both parties can agree on a beneficial arrangement, it is a win-win situation. The key lies in listening well to discerning this alignment.

Listening is not just crucial when dealing with clients or prospects but is vital in all business interactions.

Whether one is speaking to colleagues, managers, or employees, the ability to truly hear what others are saying can reveal areas for improvement that might otherwise be overlooked.

Employees, for instance, might suggest slight changes that could lead to significantly better outcomes. Being receptive to such feedback demonstrates care and respect for others’ viewpoints.

Improving Customer Experiences through Listening

Everyone has experienced visiting a business only to be bombarded with irrelevant information.

Such experiences often leave customers feeling disregarded.

In contrast, when businesses take the time to understand their customers' needs genuinely, they are better positioned to deliver solutions that customers truly value. This enhances customer satisfaction and loyalty, fostering a more positive reputation in the marketplace.

Additionally, selling a product or service merely because a customer can afford it isn’t always ideal.

The ultimate goal should be to offer something that customers genuinely want and need, allowing them to achieve their objectives with the help of one's product or service. Listening facilitates the identification and bridging of any gaps, reducing frustrations and potential customer service issues down the line.

Decisiveness Through Active Listening

Listening lays the groundwork for informed decision-making. By learning the necessary criteria, facts, and information through active listening, individuals and businesses can make confident decisions that propel them forward.

This process involves assessing whether one's capabilities align with the needs and goals of those they are communicating with. If alignment exists, it's an indication to proceed. If not, it’s an invitation to pivot and explore new opportunities.

Listening is invaluable

The ability to listen effectively is invaluable in business. It helps in understanding what one can offer and what others seek to achieve, ensuring that actions are aligned with desired outcomes.

By honing listening skills, individuals can eliminate friction, enhance relationships, and foster growth and success in their professional endeavours.

Highlights

00:30 The Importance of Listening

00:41 Consequences of Not Listening

02:04 Reflecting on Outcomes

02:46 Defining Good Outcomes in Business

03:38 The Power of Listening in Business

04:21 Listening to Your Staff

04:50 Customer Interactions and Listening

06:03 Making Informed Decisions

Resources Mentioned in the Podcast

The Art Of Listening In Business https://www.enevergroup.com.au/the-art-of-listening-in-business/

Greater Success Through Focused Listening https://www.enevergroup.com.au/greater-success-through-focused-listening/

How To Manage Your Business Mindset https://www.enevergroup.com.au/how-to-manage-your-business-mindset/

Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

It’s no secret that productivity is a crucial aspect of business success. That feeling of being overwhelmed by the sheer volume of work is familiar to most business operators. Yet, amidst the chaos and the pressing demands of operational tasks, lies an opportunity to harness productivity strategies that can elevate one's business to new heights.

Here, we look at systems, processes, sales and what it takes to be productive including:

Why sales is key

The delegation dilemma

Determining the tasks that return the highest value

Understanding the Nature of Business

One of the certainties in business is the perpetual flow of work. Whether you're in the service sector or product-based industry, you are perpetually engaged in selling.

This immutable facet of commerce ensures a steady stream of tasks that await attention.

However, it's essential to recognise that unaddressed tasks will still be waiting in the wings when one finally returns to them, providing a stark contrast to opportunities like customer acquisition, which may not present themselves again.

The Imperative of Focusing on Sales

In business, clients are the bedrock of sustainability. Hence, the emphasis on sales and client acquisition cannot be overstated.

It's vital to capitalise on daily opportunities to engage potential clients and convert them into loyal customers. Wasting no opportunity to find and nurture prospects is central to maintaining a thriving business.

Administrative duties, while essential, often serve as a backdrop to the more pressing need for income generation. It's prudent to remember that administrative tasks can often be delegated or deferred without jeopardising the immediate flow of revenue.

The Calculus of Revenue and Sales

A strategic approach begins with understanding the revenue targets necessary to cover business expenses.

By calculating how many sales are needed to meet these targets, business owners can develop a clear plan of action. The calculation involves determining the number of prospects that need to be contacted to generate a sufficient pool of clients to achieve the desired revenue.

The method of contacting potential clients is multifaceted—ranging from social media engagement to face-to-face interactions, and each method holds value.

It's imperative to quantify these interactions to maintain a steady pipeline of prospects converting into clients. Identifying the conversion rate is crucial; it's the baseline for setting realistic sales targets.

The Delegation Dilemma

One critical insight is the allocation of responsibility.

If a business proprietor finds that sales efforts consume most of their time, they must consider delegating administrative tasks.

Hiring individuals to handle administrative duties allows business owners to concentrate on sales, thus enhancing productivity. Conversely, if a business owner is uncomfortable with sales, finding and training a dedicated salesperson becomes essential.

Training is imperative; without a solid understanding of sales dynamics, it can be challenging to impart the necessary knowledge to a sales team. This knowledge is the foundation for ensuring productive sales efforts.

Thoughts on Productivity

Productivity in business is not merely about managing tasks but about strategic focus on tasks that deliver the highest value.

Business management entails prioritising sales and client engagement as these drive revenue and sustainability. Tasks that need immediate attention are those that bring in clients and revenue, not necessarily administrative duties.

Ultimately, when you know the specific actions required to secure new clients, you can plan and execute effectively, ensuring no opportunity is lost.

Your focus should be on the transformative power of converting prospects into paying customers. The fundamental activity remains unchanged across any scale: multiplying the initial effort across more prospects and conversations leads to achieving broader business goals.

Invest your time wisely and leverage every opportunity. Those tasks that can wait, will indeed wait. In the grand architecture of business, sales are paramount, and productivity hinges on this understanding.

Highlights

0:24 Introduction to Productivity

00:40 The Certainties of Business

01:12 Focusing on Clients

01:43 Simplifying Business Tasks

02:20 Revenue and Sales Calculations

03:09 Contact Strategies

04:35 Delegating Tasks

05:38 Where to direct your focus and invest your time

Resources Mentioned in the Podcast

Mastering Time Management https://www.enevergroup.com.au/mastering-time-management/

Five Ways To Improve Your Time Management https://www.enevergroup.com.au/five-ways-to-improve-your-time-management/

Productivity Tips To Boost Your Business https://www.enevergroup.com.au/productivity-tips-boost-business/

Business Wisdom: Strategies For Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

When it comes to business, the concept of growth presents a tantalising array of opportunities and challenges.

And the key to navigating this intricate landscape is not just setting goals, but understanding how to strategically plan and execute the necessary activities to achieve those goals.

Here, we take a deep dive into how to navigate growth, including:

The link between activity and result

How to focus on the right activity at the right time.

Why sometimes it’s not about changing the goal, but instead it’s about altering the approach

The goal remains the same

As they navigate what can be a challenging landscape of growth, a common mistake among many entrepreneurs is altering their goals when faced with difficulties rather than adjusting their approach.

This can lead to a perception that goals or planning are ineffective.

However, it's essential to set realistic and well-considered goals from the outset, embark on the right activities, and resist making last-minute changes that can disrupt progress.

True success in business is often about having clarity in your objectives and the perseverance to see them through with consistent effort.

The nature of growth varies

The nature of growth in business varies widely depending on individual preferences and industry dynamics.

Some businesses may favor rapid expansion, while others might aim for steady and sustained growth over an extended period.

It's important to determine the kind of growth that aligns with your vision—whether it’s fast-paced or gradual and deliberate.

With experience spanning years and across numerous industries, it's evident that growth comes in many forms, each requiring its specific strategy and planning.

The challenge of rapid growth

Consider, for instance, a business that skyrockets its monthly revenue from $65,000 to an astounding $675,000 within just three months.

Such rapid growth, while impressive, can pose significant challenges if not backed by meticulous planning.

Without a sound strategy, the business could easily be overwhelmed by its own success. Conversely, with the right planning, where all critical elements are carefully considered and strategically positioned, sustainable growth can be maintained over the years.

For businesses that involve manufacturing or supplying retailers, anticipating demand fluctuations is crucial.

Each successful sale to a retailer denotes not only immediate success but also sets the stage for future demand as word spreads about the product's effectiveness. Hence, it’s vital to be prepared to meet this increasing demand, ensuring that growth is managed rather than becoming unmanageable.

Clarity is key

The art of managing business growth lies in clarity—understanding how growth will be realised and planning to accommodate it.

By setting clear, achievable goals and meticulously planning how to realise them, business owners can more predictably manage the trajectory of their businesses.

Whether it’s doubling the business or expanding by twenty times, the success comes from sitting down and charting a pathway to accomplish these goals, supported by careful planning.

Planning is key

Whether growth is desired or simply maintaining the current status quo suffices, the process remains the same.

Strategic planning ensures that businesses remain aligned with their owners’ life goals, offering flexibility and personal freedom. It's crucial to remember that businesses should be tailored to serve the owner's lifestyle choices, not the other way around.

Highlights

00:25 Understanding the Importance of Activity in Planning

01:04 Setting and Achieving Goals in Business

01:45 The Dynamics of Business Growth

02:28 Managing Growth Effectively

06:43 Practical Steps for Daily Planning

07:20 The Importance of strategic planning

Resources Mentioned in the Podcast

Business Wisdom: Strategies for Success https://www.enevergroup.com.au/product/business-wisdom-strategies-for-success/

Planning to success in business https://www.enevergroup.com.au/product/planning-to-succeed-in-business-with-business-plan-template/

Smart goals: What are they? https://www.enevergroup.com.au/smart-goals-what-are-they/

How to set and achieve your business goals https://www.enevergroup.com.au/how-to-set-and-achieve-your-business-goals/

It’s no secret that the art of business revolves around the ability to sell products and services effectively. Yet, it's a challenging feat, with many enterprises struggling to reach sales targets and sustain operations over the long term.

So is there an art to selling? Well yes there is, but it’s not what many people believe. Here we look in depth at selling, including:

Why selling should never be salesy

What makes people buy

How to initiate meaningful conversations that convert to sales

A stark truth

Statistics in Australia reveal a stark truth: about 65 per cent of businesses fail within the first three years. This figure is alarming, but on the other side of this narrative are those companies that succeed, often because they have mastered the art of selling.

The crux of the issue for failing businesses often boils down to insufficient revenue, which is closely linked to inadequate sales volumes.

Without enough customers purchasing their products or services, businesses struggle to survive. Yet, despite having excellent offerings, many companies grapple with sales. Why do potential customers hesitate? The reasons can be multifaceted.

Selling shouldn’t be salesy

Sales, unfortunately, is perceived negatively by many. Those involved in sales, or who need to be, often try to distance themselves from appearing "salesy”.

This attitude ironically hampers efforts to sell effectively. It’s important to understand that the act of selling isn’t inherently bad. The negative connotations often stem from old-school, aggressive techniques that can indeed feel uncomfortable and impersonal.

Interestingly, a lot of sales training today still carries a flavour of outdated methods from the '80s and '90s, despite claims to the contrary.

The truth is, many of these techniques, although not universally embraced, do produce results. These methods have been refined over decades and have grounded their efficacy in practical application. However, not everyone finds these techniques suitable, particularly those who value building genuine relationships and understanding customer needs.

What makes people buy?

The secret to successful selling boils down to understanding what makes people buy. Essentially, people purchase items they want and need.

For business owners, this means presenting their product or service in a manner that meets these desires. Success in sales requires clarity about the product, the terms under which it's offered, and the price point. Ultimately, selling is about matching a customer's needs with what you offer.

It’s a conversation

Contrary to popular belief, selling doesn't have to be aggressive or pushy. It's about initiating a conversation where both parties communicate openly.

The sales process should be a dialogue, not a monologue. As a seller, understanding your own offerings deeply is crucial.

With that knowledge, you can confidently engage with potential customers, discerning whether there's a match between their needs and your products or services.

For example, consider a scenario where a prospective customer approaches you. Engaging in a meaningful conversation allows you to ascertain their needs and determine if your offerings align with them.

If there's alignment, business can proceed. However, if there's no match, it’s okay to walk away. This approach helps prevent future complaints stemming from misaligned expectations. The key is ensuring that both you and the customer are satisfied with the outcome.

Fulfilling your customer’s needs

To sell more effectively, business owners must focus on interactions with potential customers to understand and fulfill their needs.

A simple dialogue can be far more effective than any high-pressure sales tactic. Customers are more likely to engage with sellers who offer genuine solutions to their problems. Therefore, the approach is straightforward: engage in conversations, listen actively, and provide what the customer seeks, if possible.

Why do customers choose to talk to you? They do so because they’re interested in what you have to offer and are evaluating if you’re the right provider for their needs. It all comes back to authentic communication and relationship-building.

In essence, boosting sales is not about aggressive pursuit; it's about being an active, attentive participant in a conversation that leads to fulfilling customer's needs with your offer.

Highlights

00:20 The Importance of Selling

01:11 Why Businesses Fail

02:20 The Stigma Around Sales

03:57 Learning to Sell: A Personal Journey

05:28 Understanding Customer Needs

07:06 Effective Sales Conversations

09:03 How simple Conversations Lead to Sales

Resources Mentioned in the Podcast

Sales Without The Hard Sell EBook - Clive Enever https://www.enevergroup.com.au/product/sales-without-the-hard-sell-ebook-clive-enever/

Why Sales Is Simple Problem-solving https://www.enevergroup.com.au/why-sales-is-simple-problem-solving/

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