How to WIN MORE SALES: F (Frequency) + C (Competency) = R (Result or Outcome)
Frequency is determined by how often you carry out a taskÂ or repeated set of tasks. Competency, however, is the skill or ones ability to carry out a specific task or set of tasksÂ satisfactorily.
Therefore, if one is not able toÂ frequently carry out a set of tasks in a skilful andÂ competent manner, then the desired result or outcome is more often thanÂ not,Â not achieved.
How to win more sales
So, consider this - If the desired result or outcomeÂ is largely attainable but not achieved. Then one really needs to consider where the focus needs to be. Â Either;
a) One knows WHATÂ to do (KNOWLEDGE) and HOW to do it (SKILL)Â but does not WANT to. Then largely the cause will be (ATTITUDE)
b) One knows WHATÂ to doÂ (KNOWLEDGE)Â and really WANTS (ATTITUDE)Â to do it, but does not know HOWÂ to (SKILL). Then this is largely a competency or capability issue
c) One knowsÂ HOWÂ to do it (SKILL),Â 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 amazingÂ how much easier the 'R' follows.