Apply the \”When and How\” Technique to Grow Your Sales

Have you ever put off emailing or calling someone that you knew could help you grow your sales?

We all have. Whether it’s a popular blogger or a potential client that you know would be a great fit for your products and services, we all procrastinate sometimes.

Last week I was talking with a client who complained about the time crunch she was under. I understood. I’ve been there.

We talked about her mindset and what was really holding her back. Let me ask you…

“What do you know to be true?”

“I don’t have enough time to reach out to new people. I need to hire someone to do this for me.”

“Ok, I’m going to ask a tough question and I want you to be honest.”


“Do you waste any time at all during the day?”

“Ahh… not really.”

“Not really?”

“Ok, so I do hop on Facebook, but it helps me relax in the morning and…”


“I like to check out TMZ” she said as she trailed off.

Ok so you see where this is going. We all do things that hold us back from growing our sales.

I have one client who is pushing up on the 1 million revenue mark, and he doesn\’t believe he has enough cash flow to hire another developer and sales rep.

We’ve had plenty of calls around this issue. The best way to solve this procrastination issue is to apply the “When and How” technique.

For example, if you know you should improve your email opt-in offer, you may want to use the Breakdown Technique, then apply the When and How technique. So let’s say you broke down your improved email opt-in project into 7 steps.

Then the next thing you need to do is ask the following…

When and how will you accomplish the first part of your project?

Go to your calendar and find a block of time, at least an hour, and block off that time and schedule it for working on improving your email opt-in offer. This is where most people don’t follow through, and they end up not finishing their sales growth idea.

Now to make sure you actually do the first step, you write down your “how” too. The more detail the better.

Envision how you will do the first step. For example, I’m writing this blog post to you. I scheduled that I would go to my local coffee and croissant shop and order a turkey croissant sandwich with a coffee and write out this post and the next in the series too.

When you can envision yourself doing the work, you are 90% more likely to actually do it. The reason for this is simple. You have already overcome the most difficult internal obstacle. You see how you will accomplish the task.

Athletes who can envision how something will occur are much more successful because they’ve honed this skill.

Just like the best athletes, you can hone your ability to make your sales vision come true.

Now, what do you want to improve in your domino connection systems? What is that first domino that you can set-up so it starts a chain reaction toward more sales?

In the next blog post, we’ll cover how to measure and refine your “When and How” technique once you have tried it out.

Also, be sure to check out the upcoming 4-part video training that will walk you through the Domino Connection Systems process to grow your sales.

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