Even plants prosper from planning and process!!!!!

I thought I’d show you a picture of our Azalea. This was taken last year (2010) just before Christmas. As you can see, the Azalea is a picture of health, and a great pleasure to have around the house.

Sadly, it was not always so. The plant has been with us for a couple of years, having been given to us by Ginny’s father, who had kept and developed it over a number of years. Since it came to our home, I have to admit it has been a pretty sorry specimen, producing no more than a few buds, which then turned brown and died. This, despite our care in keeping it safe from the frost, and watering it carefully every time it showed signs of life.

So, what changed this year? Well, we just didn’t know; we were simply grateful to have such a brilliant show of colour in the house. Only when we discussed our great fortune with Ginny’s father did we learn that one of the most critical times to water an Azalea is in the year before the flowering season. In other words, the plant had been watered really well the previous November and December (due entirely to weather conditions, and through no intent of ours), and consequently flowered so brilliantly this season.

That parallels so much the work we do with our clients. It is natural to think that success in selling is just about saying the right thing at the right time. In fact, while that is important, it is also vital to have in place the processes that give you the opportunity to say the right thing at the right time. Very few people understand that fact, and yet, the biggest thing that most of us can do to improve our sales performance is to put in place and follow through a process that generates us regular, qualified, high value opportunities.

Most of our clients tell us that they are great at sales once they are in front of people. Getting in front of them is the big problem. Our experience is that it is important not only to get in front of people, but to get in front of the right people regularly and consistently.

We only discovered the secret of cultivating Azaleas as a result of a chance event (the rainy season last Autumn). Without that, and our discussion with Ginny’s father, we would be completely in the dark, and would no doubt have a poor showing again next year. As a result of working with us our clients now know how to have consistently good sales years every year – and now you do too.

If you would like to know more about how to put in place successful processes for your business have a look at our web site www.precept.uk.com , or call us on 01509 415901 for an informal chat.