If you wanted to move a string would you rather push the string or pull the string? Obviously it would be far more easier to pull the string. Yet, when it comes to increasing sales in your business you may be pushing when you should be pulling.

Here’s what I mean, when it comes to increasing sales there are 5 steps to making it happen. First, you need people to sell to. Second, you need good prospects to sell to. Third, you need to hold a sales conversation that enables both you and the prospect to discover if there’s a reason to do business together. Fourth, you need to close business with the right people. Finally, you need to do repeat business with your existing clients.

In most cases when your sales aren’t where you want them to be you focus on step 3 and only step 3. Does that make sense? Maybe and maybe not.

How are you tracking your progress in all 5 steps? If you aren’t currently tracking the number of people entering and converting from each step that’s where you should start. Once you have those numbers you’ll know where your greatest payoff is, and what to focus on for improvement.

If you don’t have enough people to talk to and the people you’re talking to aren’t good prospects your highest potential is in steps 1 and 2. If you’re only spending time with good prospects, but you’re only closing a few of those prospects your focus should be on step 3. If step 4 has you in knots realize the problem starts with the way you make that first connection in step 1.

The most overlooked opportunity to increase sales is in step 5. The hardest thing you do is make the first sale. Once you make that first sale you don’t want to lose out on your opportunities to make more sales from the people who already enjoy doing business with you.