SELLING FOR LIFE

Nobody can go back and start a new beginning, but anyone can start a new ending.

If you are like most of us a few months ago you set some goals for 2013: Some business and some personal. As we close the door on the month of February, I have just one question, how are you doing?

When you take a look at your success formula, the metrics that drive your results, have you fallen off the wagon or are you steady on course?

No matter what the answer, we should periodically evaluate not just how we are doing but what we are doing.  I go through a check up every month with my coach not just on the what, but the how.  There are four questions I am always asking myself.

1. Do I have the right metrics?  In other words am I tracking the right behaviors that support an effective sales process?

2. Am I performing these behaviors with the right frequency?  Enough calls, meetings and introductions?

3. Am I performing at a high skill level?  Is my message compelling?  Am I accomplished at asking questions and listening?  Do I prepare a pre-call plan with each prospect in mind?

4. What do I need to stop doing?  Do I confuse busy with a sense of accomplishment?  We can all find things to do to avoid what we must do.

If your current results are not what you want them to be, decide what you will do today to change them?

Remember no new beginnings, but maybe just a few of the right changes could make all the difference when you get to December.

I am driving out of the rental car facility in Houston and like most places where you rent cars they have speed bumps. Now I know everyone knows why.

They want you to proceed with caution, avoid accidents and get out of the place safely.

It got me thinking that maybe we should have some speed bumps for our sales process. What happens when we go too fast?

We don't listen effectively, we don't allow for moments of silence in the conversation and we risk missing important information from the prospect.
 What's the consequence? Too many lost opportunities, too many inappropriate quotes and continually failing to reach our goals.
 Consider putting these speed bumps in place for more sales.

1. Plan your call in advance. Think about how you will begin the call and then how you will transition into the business part of your discussion.

2. Expect some "speed bumps" from your prospect, you know those questions that you wish they didn't ask but they do anyway. Think about how your answer when they bring them up.

3. Ask great open-ended questions to get them to do more of the talking so you can do more of the listening.

4. When there isn't a compelling issue that they are having, put the car in park and get out.  There is always another one to "test drive".

Drive safely out there.