One of the biggest problems I find when working with and training salespeople today is a lack of willingness and commitment to look for ways to do things differently, especially when what they are doing is not working.
Salespeople have a habit of refusing to accept that what they are currently doing can be improved on.
Albert Einstein’s definition of insanity is “Doing the same thing over and over and expecting different result”.
In sales it is the definition of stupidity. When a salesperson says the same things and does the same things over and over, day in and day out, without much success and does not make any effort to do things differently, that is simply being silly.
You don’t have to change everything you are doing, just try doing one or two things differently at a time. Stick with the changes for at least two to three weeks so that you give yourself enough time to see the results.
Making small changes regularly to what you are doing in sales achieves two things. One, it helps you to improve your knowledge and skills and two, it gives you something to focus on when speaking and meeting with customers.
An example of doing something different is to change your introduction. When making a phone call or meeting with a customer, instead of starting with “How are you?” or “So how’s business?” start with “The reason for my call is……” or “The reason for my visit is…….”
Even if you are meeting with a customer whom you call on every week, “The reason for my visit today is….” Or “What I’d like to discuss with you today is….”
Get to the point. People haven’t got time to waste and appreciate salespeople who get to the point.
Use this new phrase every day until it becomes a habit.
There are another 101 ideas you can come up with to do things differently in sales.
Sit down, think, choose an idea and then implement, it’s as simple as that.
And remember; the only person who is responsible for your success in sales is YOU.