If you are like most people about six or seven months ago you set some goals for 2011, some business and some personal. As we close the door on the month of May I have just one question, how are you doing? Nobody can go back and start a new beginning, but anyone can start a new ending. I want to tell you about a friend, I'll call him New Jersey Slim, and what I learned from him that can help us all create a new ending. Earlier this year Slim set a goal of losing weight and getting in better shape. I recently saw Slim and he has lost 30 pounds and looks and feels great. When I asked him how did he do it, his response surprised me. He said, " it really hasn't been that hard, I just focused on three things
1. I stopped using table salt.
2. I cut back on caffeine.
3. I exercised regularly.
I wondered what we could all learn about our sales practice from Slim.
1. What do we need to stop doing? Could it be?
- Stop meeting with people who are not the decision makers
- Moving forward with the sales process when there is not severe mental anguish
- Rushing through the process to present a quote as quickly as possible
2. What do we need to cut back on? Could it be?
- Continuing to call the same people over and over instead of going for the no
- Going on just any call because we don't have enough good opportunities
3. What must we do more regularly? Could it be?
- Ask and receive more introductions
- Pre-call plan all of our sales meetings and prospect calls
- Be willing to walk away
If your current results are not acceptable decide what you will begin to do today to change them.
Remember no new beginnings but maybe just a few of the right changes could make all the difference when you get to December. Here's to a new ending.
