We all want success so bad that we risk being carried away by success when it comes. Bill Gates rightly put it “success is a lousy teacher; it seduces smart people to think they cannot fail”. This remains true even for sales success. Now, the orders keep coming, you have more customers that you can service and revenue is a dream come true. It’s easy to get carried away in moments like this. Success can be very distracting. 

It’s important to maintain our focus in the midst of sales success and understand why customers buy. The reason for success is more important than success itself. The reason why customers buy is the engine that will keep your sales success consistent. Many people miss out on this and when there’s a new season, they can’t seem to understand why sales are down or a competitor is winning. Why is everyone trying to get your product? Success must remain intentional. The engine is more important than the outcome because the engine creates the outcome. 

Entrepreneurs and sales people who understand this can predict new seasons before they emerge and they can curate the experiences they want. Is price your advantage? Do you think it tastes good? Do you think it’s your presence? Or are you simply unsure? It’s important to find out why you are successful at the moment. Customers like to talk. Simply ask and study them. 

Written by Smart Emmanuel. Emmanuel is Africa’s leading sales and brand growth strategist and product development expert. He is CEO of The Stralution Company Limited, a sales, brand growth and product development strategy firm; connect with him on Instagram here

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