Thinking of leaving sales?
When Daniel started in sales a couple of years ago, he took
off like a rocket. He smashed his targets and relished each
challenge. Bags of enthusiasm carried him along.
But now, 2 years on he's thinking of leaving sales and
going to a mind numbing 9 to 5 job. Why? He reckons he's
had enough of everything to do with selling. Bad leads,
wrong areas, tough markets, the economy, his manager, sharp
buyers, the weather, his sandwiches – you name it and
Daniel bitches about it!
And the shame is that he's just a typical seller.........
Doing what he thinks is best, but knowing deep down that
it's just not good enough. And yet he openly admits he does
nothing to improve his performance! He "wings it" each day
without a plan of action and more importantly, without a
plan for improvement.
So what should he do? Well, as a Sales Trainer you may
think that the answer I gave Daniel was a bit of self
promo, but we stand firmly by the mantra of "learn more -
earn more". It's the same in every business – "knowledge is
power". Learn more about product, the competition, closing,
NLP, rapport, presenting etc etc
Here's the "way forward" I gave Daniel…..…
Get hold of every good book on selling and digest them. Go
on every sales course or seminar you can afford. Buy every
CD set from the greats such as Robbins, Tracy etc. Play
them till they're worn out. Talk selling and more selling.
Invite the most successful seller you know to lunch and
siphon his brains. Take notes. Use the good bits – discard
the rest. Work outside your comfort zone every day. Monitor
your results carefully. Get up an hour earlier each day and
read about selling. Throw Meatloaf and Led Zeppelin out of
the car and only play CDs on selling or motivation…...
Daniel gulped - "You're saying I should live and breathe
selling until I'm successful?" he ventured. I asked if
there was a negative to this approach to earning bundles of
money!
Daniel just smiled.
"Let's look at it this way Dan, if you're lazy in your
personal improvement, you're surefire lazy in your selling.
You probably wait for the prospect to say "Well Dan, you're
a good guy, don't bother with the presentation too much,
just go through the motions and sign me up”
No passion, no fizz, no commitment........no sales, no
commission!
Article by Terry Edwards, author and CEO of the DSM Group,
incorporating Sale Training UK, Direct Selling Masterclass,
SellingMax and Close That Sale.
Check out some great FREE sales information at
http://www.DirectSellingMasterclass.com
http://www.SellingMax.com
http://www.Close-That-Sale.com
