Jerry was having a year that was slightly ahead of last year, but he was frustrated that he wasn't doing as well as he thought he could be or should be. Although he had taken some sales training and learned some unique words, phrases, and approach tactics, he felt like he was struggling to say and do the "right" things when it came to managing his activities and sales calls. He wondered what he needed to change so that his daily work became more natural, fun, and productive.
Jerry is simply going through a phase where he is trying to use rote memory to make the tools fit every situation he runs into. Just using the "sales lines" or a "script" is putting him in a box that doesn't allow him the freedom to deal with the many complexities of running his territory. It's likely that he has lost sight of the concepts behind the tools and simply can't get out of his own way when he runs into trouble. Once he revisits the higher-level concepts, he will find that his reactions to different situations will become more natural and automatic.
See which one of these might help break a roadblock:
Personal Inventory & Success
- Never let your style stand in the way of your success. Review your DISC profile to remind yourself of your natural tendencies and how to adapt to others.
- You cannot "outsource" your success. Nothing will happen until you take personal responsibility.
- Stealing is the highest form of flattery. Learn to take a page out of someone else's winning playbook
Prospecting and Selling
- The customer is always right, but sometimes they aren't always right for you.
- You can't get mad at someone for doing something you didn't tell them they couldn't do.
- Never leave a sales call feeling good. It's what you don't know that will end up hurting you. Find ways to get to the truth.
- Success can be an anesthesia. Don't let yourself go to sleep when things are going well, only to wake up later when everything isn't as bright.
- Activity, activity, activity. A weak pipeline leads to weak sales.
- Go for the "No" as long as you remember that selling starts at "No".
Keep the Concepts in mind and the rest will take care of itself.
Evaluating your current activity and ownership levels of different projects- are there situations where you think you can change your behavior?
Final Thought for the Morning:
“Even if you're on the right track, you'll get run over if you just sit there." ~ Will Rogers
Your Top 3 Goals & Tactics for the Week
LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.
THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.