Page 6 - Business Growth Tipping Points - Sales

mastering the mindset of self-belief, everything else is just a matter of scale and process.
Once upon a time when I sold printing services I worked off a $40 commission per sale. This commission required not just the ability to present and close a client, but also to spend countless hours cold calling to try and find the requisite prospects in the first place.
It seems illogical that high end selling is no more difficult than scratching around and peddling inexpensive wares, and yet that was my fate for many unproductive years.
High end presenting and selling (versus order taking) can be exhilarating when the message is both communicated well and a Sale concluded, however the transition to business owner and all the responsibility that entails can be sobering.
Now, as a business owner we need to be acutely aware of budget, cash flow, and our focus ultimately turns to measuring such things as cost per prospect acquisition.
Would you pay $1200 for a lukewarm lead?
9 years ago, the industry standard cost per prospect acquisition in my field was a sobering $350.
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