If It’s Not Working, Do Something Else
Are you on track to make your goals? I certainly hope so. But, if you’re not, you probably would like some ideas on some better solutions to implement. What you can control can produce more for you in selling.
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PrintAre you on track to make your goals? I certainly hope so. But, if you’re not, you probably would like some ideas on some better solutions to implement. What you can control can produce more for you in selling.
Get more knowledge. Of course you must know about your products, services and business. Are you regularly reviewing the sales literature and materials you give to customers? You can serve your customers better with greater knowledge. Your knowledge should include general business, current events, competition, and other areas not directly related to your business. I subscribe to information technology journals because the articles give me another perspective that I don't get from selling publications. Some of my ideas that I’ve learned have helped my customers. I would not have found this information in a newspaper.
If you're not a reader, why not start? You can start small with an additional 15 minutes a day of reading. If you don't read a newspaper, you can start there. If you already do, you can add a magazine. You can then make a point of taking books out of the library on business or other areas of interest.
Some customers want to get to know you as you work together. You can share what you're reading. It might lead to an interesting conversation with your customer as well.
Respond differently. Selling is like riding the emotional roller coaster of the business world. And each week the roller coaster is different because of the many internal and external customers you work with. Try predicting the moods you're going to encounter on any given day! It would probably be easier to predict the economic recovery. Yet your job demands that you deal with disappointment, anger, joy and confusion. Sometimes your customers feel this way and sometimes you do. Why not be prepared? Think about how you can choose to respond to business events that disappoint you.
Instead of a business setback causing prolonged disappointment, why not prepare a strategy that allows you to face the challenge head on? When my business was postponed or canceled from company mergers, I was more resolute to begin prospecting more diligently. And I'm more honest with myself about who is truly a prospect. My prospects must have an immediate need and a budget. I no longer allow hope to be included as a criteria for a prospect's assessment.
Who can you share your thoughts with? Talking with other salespeople you respect can also be a source of new ideas. Find out how they respond to the stresses of selling. There may be solutions you can implement. You know selling will present challenges. You can respond differently.
Try something new. Maybe you are just in a rut. If you never exercise, go for a walk. If you always eat Italian food, switch to Thai. If you love watching baseball, try watching a tennis match. Doing the same things over and over again produces the same, limiting experiences. Try adding some new experiences you can talk about with others, including your customers. I had a customer who always looked forward to our lunch conversations because they were always different than the ones of other salespeople. My experiences were different and I had something of interest to share.
Doing nothing is not an option if your numbers are off. You don’t have to do all of these suggestions either. Just one thing could be enough to propel you forward. Just be honest with yourself. Because if by now what you’re doing isn’t working, you are kidding yourself to think that it will.
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Maura Schreier-Fleming is a sales strategist and founder of Best@Selling, a sales training and consulting company. She wrote Monday Morning Sales Tips and works with sales professionals who want to sell more and get more business.
Get more knowledge. Of course you must know about your products, services and business. Are you regularly reviewing the sales literature and materials you give to customers? You can serve your customers better with greater knowledge. Your knowledge should include general business, current events, competition, and other areas not directly related to your business. I subscribe to information technology journals because the articles give me another perspective that I don't get from selling publications. Some of my ideas that I’ve learned have helped my customers. I would not have found this information in a newspaper.
If you're not a reader, why not start? You can start small with an additional 15 minutes a day of reading. If you don't read a newspaper, you can start there. If you already do, you can add a magazine. You can then make a point of taking books out of the library on business or other areas of interest.
Some customers want to get to know you as you work together. You can share what you're reading. It might lead to an interesting conversation with your customer as well.
Respond differently. Selling is like riding the emotional roller coaster of the business world. And each week the roller coaster is different because of the many internal and external customers you work with. Try predicting the moods you're going to encounter on any given day! It would probably be easier to predict the economic recovery. Yet your job demands that you deal with disappointment, anger, joy and confusion. Sometimes your customers feel this way and sometimes you do. Why not be prepared? Think about how you can choose to respond to business events that disappoint you.
Instead of a business setback causing prolonged disappointment, why not prepare a strategy that allows you to face the challenge head on? When my business was postponed or canceled from company mergers, I was more resolute to begin prospecting more diligently. And I'm more honest with myself about who is truly a prospect. My prospects must have an immediate need and a budget. I no longer allow hope to be included as a criteria for a prospect's assessment.
Who can you share your thoughts with? Talking with other salespeople you respect can also be a source of new ideas. Find out how they respond to the stresses of selling. There may be solutions you can implement. You know selling will present challenges. You can respond differently.
Try something new. Maybe you are just in a rut. If you never exercise, go for a walk. If you always eat Italian food, switch to Thai. If you love watching baseball, try watching a tennis match. Doing the same things over and over again produces the same, limiting experiences. Try adding some new experiences you can talk about with others, including your customers. I had a customer who always looked forward to our lunch conversations because they were always different than the ones of other salespeople. My experiences were different and I had something of interest to share.
Doing nothing is not an option if your numbers are off. You don’t have to do all of these suggestions either. Just one thing could be enough to propel you forward. Just be honest with yourself. Because if by now what you’re doing isn’t working, you are kidding yourself to think that it will.
:::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::::;;;
Maura Schreier-Fleming is a sales strategist and founder of Best@Selling, a sales training and consulting company. She wrote Monday Morning Sales Tips and works with sales professionals who want to sell more and get more business.
