Think About Your Sales Philosophy

On a day-to-day basis, you are in the weeds of sales. You are in the forest. You are in the mucky muck. Choose your own euphemism, then...

Stop.

Step back.

Think.

There are one of two scenarios: Either things are going well or they’re not. Let’s get philosophical about them both...

If you are killing it right now and things are going well, you should be thinking about increasing your productivity. There is always "fat on the bone" and your goal should be to improve everything from time management to outsourcing non-sales activities to your support staff. Ask yourself the question, “What’s the best use of my time right now?” At the end of every day, review your activities and think of ways to improve. Even if it ain’t broke, break it anyway. People who sell millions of dollars worth of print work far less than people who sell hundreds of thousands. How? In part, because they are constantly thinking about increasing their productivity.

But what if things are not going so well?

If your sales efforts are not yielding the results you desire, something or everything needs to change. One thing is for sure: If you keep doing what you are doing, you will keep getting what you are getting. Simply working harder will not automatically change anything. Challenge what you are saying. Challenge your target market. Challenge your process.

Get out of the weeds, the forest, and the muck. Think.

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Want more? Need sales? Check out the new SalesPro Fundamentals certification course at https://www.idealliance.org/salespro-fundamentals/

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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org