Posts Tagged ‘sales fallacy’

Isn’t It Time to Let Go of the Hope Sales Fallacy?

Have you ever heard this hope sales fallacy from a SMB owner or salesperson “I hope to make this sale?” or “I hope sales improves?” Many years ago before the book Hope Is Not a Strategy, my 4’10” Swedish grandmother told me “Hope did get me to America.”  No she planned for it and then worked her plan for 20 years.



For these SMB owners and salespeople hope becomes a sales fallacy to increase sales. They pin their sales forecasts on hope, on maybes, on wishes and not on reality.

Have you ever walked into a business to business networking event with the “hope” to meet one person?  Or do you attend these events with a specific goal or goals?  Then did you reflect upon your success or failure to achieving these goals?

Part of the reason for this ongoing sales fallacy is these same professionals lack a well thought out written strategic plan.  Instead they engage in Captain Wing It Behaviors where they spray their marketing and sales activities all over the wall and then pray something will stick.

Because of all these Captain Wing It behaviors, there is usually no:

  • Ideal customer profile or profiles
  • Marketing plan
  • Sales plan
  • Customer loyalty retention plan
  • Financial plan
  • Innovation plan
  • Leadership (personal development plan)
  • Forecasting based on past numbers beyond P&L statement
  • Weekly or monthly reflection except for sales numbers

Hope is a thought, a desire, a wish. Unless there is a well thought of plan with specific action steps, measurable outcomes and built in accountability, the goal to increase sales will still allude most SMBs. Possibly the first step to change this counterproductive behavior is to learn through these 78-core-talents-self-eval-dl  what you do well so you can stop hoping.

If you are still engaged in hope, click HERE to schedule a quick phone call with Leanne to learn how you can stop hoping and start doing.

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