How to WIN MORE SALES: F (Frequency) + C (Competency) = R (Result or Outcome)
Frequency is determined by how often you carry out a task¬†or repeated set of tasks. Competency, however, is the skill or ones ability to carry out a specific task or set of tasks¬†satisfactorily.
Therefore, if one is not able to¬†frequently carry out a set of tasks in a skilful and¬†competent manner, then the desired result or outcome is more often than¬†not,¬†not achieved.
How to win more sales
So, consider this - If the desired result or outcome¬†is largely attainable but not achieved. Then one really needs to consider where the focus needs to be. ¬†Either;
a) One knows WHAT¬†to do (KNOWLEDGE) and HOW to do it (SKILL)¬†but does not WANT to. Then largely the cause will be (ATTITUDE)
b) One knows WHAT¬†to do¬†(KNOWLEDGE)¬†and really WANTS (ATTITUDE)¬†to do it, but does not know HOW¬†to (SKILL). Then this is largely a competency or capability issue
c) One knows¬†HOW¬†to do it (SKILL),¬†and really WANTS to do it (ATTITUDE) however, does not know WHAT to do (KNOWLEDGE). Then all one needs to do is make them aware, take them from a place of unconscious competence to conscious competence
It's only when you see the overlapping of the 3 (Knowledge, Skill & Attitude) will you see a HABIT of F+C. And when trust is high, and the space is given, it's amazing¬†how much easier the 'R' follows.