Okay, I used a catchy headline for this because, that's what marketing is about. Do something that will get attention.
But the truth is the following advice should be used no matter what the economic conditions are:
If you're going to sell more every year, you need to get better every year. Let's look at this a different way. If what you are currently doing would produce the results you are looking for, the results should have already shown up.
So what skills should you focus on improving? Start by honestly answering a few of these questions:
-- How much preparation are you putting into each call?
-- Are the questions you ask thought-provoking or mind-numbing?
-- Do your ideas have value for the prospect or do you find yourself just pitching the "latest" widget from the factory?
-- When was the last time you got feedback on your presentation skills?
-- What are the top three obstacles prospects throw at you?
-- How do you clearly and concisely address these obstacles?
-- What are you doing every week to help build better relationships?
It takes courage to admit you could be a better sales rep and confidence to believe you can change. It takes nothing to create excuses.
There is an abundance of sales books, tele-seminars, podcasts, webinars, and sales training programs available today. What are you waiting for?
Source: RAB/Sales trainer/consultant Tim Wackel (timwackel.com, 2008)
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