You Can Change You
I asked a sales team, "Why aren't you selling more?" It's one of my favorite questions as it reveals what the sales rep believes his or her sales challenges to be. All of the answers were external. That is, there were too many other non-selling responsibilities that needed to be done. There weren’t enough quality leads coming in. They were too busy doing this or that to sell.
Next, I asked a follow-up question: "What is within your control to change?"
In their eyes, I could see this was a question they hadn't really considered. Slowly, answers came forth: solutions for sales growth they could achieve through a combination of skills improvement and increasing their sales productivity by making better choices during the day.
We all have our answers to that question, Why aren't you selling more? There are absolutely outside factors and influences which slow us down or get in our way. While we cannot change those, we can control our own actions and that's where you begin if your goal is to increase your sales.
If I stood in front of you with magic wand that could make anything happen, what would you wish for?
"I want better leads." You come across great opportunities every day. Pay attention.
"I want people to respond to my voicemail messages." Say something of enough value in your message that it stirs people to action.
"I want more appointments." Create and engage a prospecting process with diligence and pleasant persistency.
I am not suggesting you can make all of your sales challenges disappear, but I am telling you that you have more control to make changes than you think you do. Should your company generate leads for you? Absolutely. Should multiple voicemail messages be returned? If my mother had anything to do with it, yes! Is there a way to get more appointments? I teach it every day. You cannot change the sales world, but you can change yours by taking action.
If you want to sell more in less time, go to BillFarquharson.com and click on the “Training” link in the header. If you need sales and want ideas for gaining more appointments, buy my book, The 25 Best Print Sales Tips Ever! on Amazon.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.