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Archimedes and Sales

Archimedes and Sales

We hear a lot today about “scalability.” I prefer the word “leveraging.” I believe you achieve the former thought the latter.

For example, there are three monetary components potentially present in any “sale”:

  1. The immediate assignment or project.
  2. Expansion business during or after the project.
  3. Referral business during the project.

Most professional services providers ignore the second and third or think they’ll “get to them later,” but don’t! If you leave a million dollars on the table every year, it’s a million in profit you’ll never recover. Ever.

Leverage your sales and you’ll scale your business. Archimedes said, “Give me a lever and I can move the world.”

You just have to move a buyer.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

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