Sales: You're not doing it right.

If you're talking price instead of profit...
You're not doing it right.

If your prospect doesn't say "great question - no one has ever asked me that before..."
You're not doing it right.

If your prospect isn't helping you create the elements that go into your proposal...
You're not doing it right.

If you're not the one presenting your idea to the key decision maker or to the board that has the power to sign-off on your project...
You're not doing it right.

If you're chasing the exact same customers all your competitors are chasing...
You're not doing it right.

If this proposal looks like every other proposal you've done in the last 6 months...
You're not doing it right.

If you client feels she can get a bid on your exact same service from 14 other vendors...
You're not doing it right.

If your emails look like everyone else's emails...
You're not doing it right.

If your idea of negotiation is simply lowering your price to get the business...
You're not doing it right.

If you don't walk in to every single sales call with the expectation you'll win their business...
You're not doing it right.

If you are losing business solely on price...
You're not doing it right.

If you don't have 20 great questions ready to ask the prospect (that they've never heard before)...
You're not doing it right.

If you don't have 10 strong prepared answers to each of your five most common objections...
You're not doing it right.

If part of your pitch is to insult and denigrate the competition...
You're not doing it right.

If you're not constantly striving to improve your skills at what you do...
You're not doing it right.

If your proposals are more like a pitch instead of a performance...
You're not doing it right.

If you don't have a personal library built on a foundation of books about positive attitude, why people buy, and personal development...
You're not doing it right.

If you don't listen to sets of CDs in your car that help you improve your skills...
You're not doing it right.

If you don't have an iPod (or other digital device) filled to capacity with audio and video self-improvement content...
You're not doing it right.

If you let other people affect your internal attitude...
You're not doing it right.

If you're watching television instead of writing an article that could help your customers improve their business...
You're not doing it right.

If you'd rather go out drinking instead of writing a book that will make you standout from your competitors...
You're not doing it right.

If you think this list will ever be fully complete...
I'm not doing it right.

--Possessing creative powers beyond those of mere mortals, Don The Idea Guy is the Internet Sales Manager and Director of Results for RadiOhio, Inc., as well as a Gitomer Certified Speaker helping businesses in need of customized and personalized seminars on sales, customer loyalty, personal development, and creativity. www.DonTheIdeaGuy.com or 704-333-1112.

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