By: Steve Norris

If you are in outside sales in what is known as a hunter position, you are either a water bucket carrying salesperson, or you are a pipeline building salesperson. Find out why you need to identify which one you are, and which one you want to be!

Robert Kyosaki tells a great story about a village that had a serious water issue. They did not receive enough rainfall to provide water for the villages daily needs, and the river was a couple of miles away and highly inconvenient for the village people to go to every day. The mayor decided once and for all to put an end to the problem. He would put the job of bringing water from the river to the village up for bid, and they would outsource the project to the winning bidder.

Well, as luck would have it, two men put in their bid, and they were both awarded the project. The mayor figured a little competition never hurt anyone, and they would also always be sure that they would have enough water. Immediately, man number one went out, bought two water buckets, and started carrying buckets of fresh water early in the morning back and forth from the river to the village 6 days a week. He took Sundays off, so on that day the village did not have water.

Man number two did not buy buckets or start carrying water at all. In fact, no one was sure what he was up to. This made man number one quite happy, as he was earning all of the money as the sole source of water for the village. It was terrific! Man number one continued to carry buckets day after day, all day long under the hot summer sun, and he made a darn decent living doing so.

Meanwhile, man number two had gone to work gathering investors, developing a business plan, and received permits to build a stainless steel pipeline from the river to the village. Once complete, he was able to offer an endless supply of water to the village 7 days a week that was cleaner than what man number one was able to provide for 10% of man number ones price! Competition had arrived with a fury!

The example was told to Kyosaki by his rich dad to illustrate a point on work and investing, but doesn’t it also apply to you in the world of competitive sales? In the past 10 years, anyone in sales can tell you the games rules have changed, and they have changed with a fury!

If you are mindlessly cold calling day after day, with no long range plan on how to put your prospecting on auto-pilot, how are you any different than the guy carrying two buckets back and forth every day from the river? How can you continue to compete with a stainless steel pipeline with your two buckets as you get older and your back starts to ache from the unending physical toil? As the odds of you succeeding against those with a long range plan become slimmer and slimmer, how do you get out of bucket carrying mode and make your own pipeline before it’s too late? How can you possibly avoid burnout? How will you continue to compete in the new digital age with ancient methods of water transfer?

You can’t. And, you won’t. If you do continue on the road of carrying buckets day after day, the inevitable end will be sales burnout, ending up broke, bitter, and completely confused as to what happened. Even as you work right now, some of your competition is in the process of building stainless steel pipelines of new clients. And some of those customers used to be yours. How do they do it? What are they doing? How did they know? But perhaps most importantly, how can you do it?

The answer to the last question is different for every field and every industry, but yet the answer is the same in concept. It’s the power of leverage. How does the pipeline carry more water than the individual? It is a structure that took a lot of time and effort to build, that works 24 hours a day even when you dont, required a vision for the future, and it fulfilled a need. You need to repeat that exact same process in order to create your own pipeline. If you are not in an industry where that is possible, you may consider finding one where it is. Carrying buckets long term will almost guarantee sales burnout.

When you take a look at your industry, there is already someone who is building a better mousetrap and is in process of building their own stainless steel pipeline for finding qualified customers. It is never too late to catch up. But do not be fooled, there is no shortcut in the process. There are hours of hard work involved, tremendous amounts of planning to fulfill a market need, and a long range view of where you want to be. When you decide to become a pipeline builder instead of a bucket carrier, your mind will explode with creative ways to make it so, but it will still require a ton of hard work to get there. The sooner you can identify where you are in the process, the sooner you can begin to work towards where you want to be. Eventually, you should be able to put your prospecting on auto-pilot. Best wishes in your pipeline building!

Article Source: http://www.articlesnatch.com

About the Author:
Steve Norris is a Texas based Energy Efficient Electrical Contractor and Telecommunications Broker for over 80 carriers nationwide. He specializes in hardware solution for multi-location business with advanced infrastructure needs. Over 90% of his clients are able to implement a new technology infrastructure with Dallas VOIP solutions without increasing their budget with TeleTAP.

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Did you know the number one key to any business, the lifeblood that keeps it growing, is simple? Without it your business will fail and yet so many business owners and employees have no idea how to do it effectively. You are surrounded by it every day and in everything you do and yet it is one of the hardest hurdles to leap.

What is it? I’ll tell you sales. It is so much more than just getting someone to pay you for a product or service. I’m talking about the ability to get someone to eagerly open their wallet and give you money. It is about tapping into your customers’ hearts and minds. I want you to have your customers to constantly buy and bring new buyers with them each time.

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Many people go online in search of easy money, but they come out thinking the idea of quit-your-job online income is just a scam.

The basic problem is that most people do not know what to look for when trying to find the “right” opportunity for them – most people see an add on television or online, but do not do the proper research to see if the program meets their needs or not. As a result, they end up spending valuable time and money on home business scams that end up going nowhere, and they fail to take any action.

Those who are just starting out looking at online business opportunities can benefit from a list of a few simple “tests” that often separate legitimate systems from scams and time-wasters.

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After you setup a website to sell your product and have decent success in
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There is a simple one.

You add streaming audios onto your website. This can
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Streaming audio also adds credibility to your website. Your visitors know that
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Competition is fierce and getting noticed in a crowded marketplace is difficult.
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It only takes 136 words to write one minute worth of audio. With the right 136
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In the beginning there was the marketer. There are certain truths you come to understand the more time you spend making money online – or trying to.

Witness the evolution of marketing online. Whether you are new to the net game or an experienced pro, there is one thing you will have in common if you are moving towards entrepreneurial success.

As you read this article you will realize what you have in common with all the other million dollar earners online, and what you’re missing that can take you from where you are to where you want to be.

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We will begin with a bullet point list and short explanation of the marketing necessities you want to have:

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If you have the flair for writing and if you have specialized knowledge that can potentially interest online users, you will stand great chances of making huge money online by writing and publishing your own niche ebooks. Here’s how:

1. Sell ad spaces. You can augment your earnings from this endeavor if you can sell ad spaces to marketers who are selling products that compliment your book topic.

Depending on the size of the ad and the projected sales of your ebook, you can charge up to $500 per ad. You can also use some of your book space to promote your own products and services.

By doing so, you can increase your sales and revenue without hurting your pockets for your advertising cost. You just have to make sure that your creations will not look like yellow pages so you can avoid annoying your readers.

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