What Business Problems Do You Have That A Few More Sales Would Not Cure

Writen by Dr. Gary S. Goodman

Twenty years ago, as a rookie consultant, I met a small business owner who seemed to have a great business philosophy.

He said, "Gary, there are very few problems that I've encountered in business that haven't been cured by a few more sales!"

Of course, it's an over-generalization. When my consultancy peaks, and I'm pressed to find a few hours to myself, the last thing I feel I can do is to add more clients, and more time responsibilities to my already impacted calendar.

Still, with more sales, you can justify a lot of things, and finally, you can afford to put systems into place that will enable you to accept and even to promote growth.

Since when, is an embarrassment of clients, like riches, something to be avoided?

Only business school professors, and people with a clerk's mentality, whose professional lives are neatly ordered for them by external forces, can construe growing sales as a problem.

I've heard customer service managers complain that they can't handle the number of issues and complaints that crop up from existing clients. Well, isn't that a signal that it's time to implement breakthroughs in productivity?

One of my mutual fund clients was in this situation, and I designed a training program that enabled CSR's to handle 25% higher call volumes with even better customer satisfaction.

Of course, I was paid for my efforts, and the money that funded my innovations came from, guess where?

From sales, of course.

There is an expression, well known to sales managers: Nothing in business can happen without a sale. Sales are the fuel that makes the entire engine run.

So, the next time you seem to be facing a business problem, instead of attacking the symptom, pause briefly to ask yourself, how could this be ameliorated with a few more sales?

Dr. Gary S. Goodman, President of Customersatisfaction.com, is a popular keynote speaker, management consultant, and seminar leader and the best-selling author of 12 books, including Reach Out & Sell Someone® and Monitoring, Measuring & Managing Customer Service, and the audio program, "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant. He is a frequent guest on radio and television, worldwide. A Ph.D. from USC's Annenberg School, a Loyola lawyer, and an MBA from the Peter F. Drucker School at Claremont Graduate University, Gary offers programs through UCLA Extension and numerous universities, trade associations, and other organizations in the United States and abroad. He holds the rank of Shodan, 1st Degree Black Belt in Kenpo Karate. He is headquartered in Glendale, California, and he can be reached at (818) 243-7338 or at: gary@customersatisfaction.com

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