Part Two
Why is the Golden Circle approach more effective than other sales approaches?

(Part One appears in the April newsletter)

The synergy it allows someone between work and home life:

It is a fact; you can not separate your work and your "life". On average people spend half of their week involved in work and as much as we may want to we can not just cut out half of our "life" each week.

Our work manifests itself in our everyday life all the time. We stay at work longer than we should, we think about work when we are away from it, we carry the stresses of work when we are with our family and friends, we feel anxiety around work even when we are not there, there is pressure to perform, we get less sleep then we need, forget to eat as well as we should, neglect exercise and the list goes on and on. All said and done, work can take a very large toll on someone's life whether they are cognizant to that point or not - it is happening.

Because of that your work must be extremely fulfilling, natural and comfortable if you are going to experience long term success and at the same time complement what people typically view as their "life' - which is really their life away from work. To do or accept anything less from your current job someone would have to be crazy or at best misguided. I say that because so many people, too many people really, spend time doing things they do not enjoy in order to simply pay the bills.

Now we have all done jobs simply because we needed the money. And that is ok for a period of time based on necessity but if someone is ever going to be truly happy or ever "wants" to be truly happy and truly successful, they need to stop what they are not happy with and move in another direction to get themselves in the right place - circumstances aside. Otherwise someone ends up stuck in a perpetual circle of negativity and that will affect many other aspects of their "life" unless they have one heck of a resilient personality.

When it comes to selling, the job is generally a constant up and down between success and failure, good paychecks and bad pay checks, good moods and bad moods and then ideally at the end of the year everything averages out to the positive. Sales people understand that they get out of their job what they put in to their job and because of this "truth', many, many sales people simply work longer and harder only to achieve marginally better results. However all of this extra effort ends up eating in to other aspects of your life where it can take away so much more than the few extra dollars earned can ever make up for.

Sales people need to focus on one thing working smarter. By working smarter you earn more, work less, lead a more fulfilling life, you are more supportive of others in your life and are all around a healthier happier person. The Golden Circle approach allows you to work smarter, earn more and live a more fulfilled life.

One of the ways the Golden Circle approach does this is by taking the complexity out of selling, because so often the complexity of the sales process is what slows a sales person's ultimate success. There are only 4 steps to working with the Golden Circle nothing else. Those steps are Perspective Customer Service, World Class Care, Relationship and finally Referral (for a detailed description of the steps please reference the book).

When a salesperson focuses on only 4 elements, that each reflect customer values and expectations a salespersons job and 'life" just became much easier. No longer does he/she have to worry about any of the stresses of securing the transaction, saying the right thing at the right time, injecting "test closes" or anything of the sort. They simply need only focus on 4 very natural, very comfortable elements of the sale and the business will come predictably and consistently. As well, not only do the financial results happen but the personal relationships one develops with their clientele and work associates flourish which is very rewarding.

When that happens, enormous amounts of negative factors one might normally take home with them from work go away. When sales results are being met or exceeded, there is no need to work so much. The stresses one would normally feel left over from the work day largely dissolve. There is more time to focus on your health, your family, having fun and just enjoying life, because now your job compliments your "life", it is a welcomed part of your life and a fulfilling aspect of it. The way it should be.

Dale and Ben Midgley
Co-Founders
The Golden Circle of Business©

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