When you don't make the sale, who is to blame? Is it the economy? Is it your competition? Is it your company? OR could it be you? Good sales people know that when they don"t get the sale it is no one’s fault but their own. They assess what happened so they can learn from it. As Malcolm Gladwell would say in his book Outliers you are just making progress towards your 10,000 hours.
Stop making/accepting excuses for your lack of results. Look at the effectiveness of your sales process.- Do you have an effective sales process for moving opportunities from suspect to prospect to customer?
- Are you preparing for every sales call with a pre-call plan?
- Do you ask quality questions that help the prospect uncover issues that are compelling enough to solve?
- Do you know when and why to walk away?
- Are you always asking for introductions so you always have someone else to call?
Control the one thing you can. You!
