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Think A Lot
It's a difficult year for a lot of salespeople. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way. The competition is more active, customers are more discriminating, and nobody has enough time.
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TOP SHELF TIP NO. 12
"The way to gain a good reputation, is to endeavorr to be what you desire to appear."
Socrates | |
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There was a time, just a few years ago, when it was easier. You could work hard for awhile, and then you could relax and enjoy the fruits of your labors. You would reach a point where life became easy, your customers were buying from you consistently, and you had your job figured out.
That's no longer advisable. Pressures are growing on your company to reduce their costs and become more productive. The bottom line is this: You, personally, must become far more productive than you've ever been expected to be in the past. Today's performance, no matter how good, will not be sufficient tomorrow.
This is easier said than done. How do you go about dramatically increasing your results? My suggestion: Think A Lot.
I'm not suggesting that you spend your time daydreaming. Nor am I encouraging you to ponder the meaning of the universe, do a crossword puzzle or memorize the birth dates of all your relatives. All of those exercises would represent ways to think a lot, but they are not the kind of thinking I'm advocating.
Rather, I'm encouraging you to invest your greatest single resource, your mind, in focusing your mental energy on specific portions of your job. That means thinking about certain things, thinking in certain ways, and doing a lot of it. What should you think about?
Today and tomorrow, Promotional Consultant Today will look at three of the most important things you should think about to be dramatically increase your sales.
Think About Your Customers
Ask yourself a series of questions about your customers. As you develop the answers, write them down in your account folders, and repeat the process a few months later. Here are some questions to get you thinking:
* What's changing for this customer?
* What do they want to accomplish this year?
* What can I do to help them meet their goals?
* What is the competition doing in this account?
* What progress have I made this past few months?
* What can I do now to increase my sales in this account?
Thinking about these questions keeps you constantly close to the changing conditions in your accounts, keeps you insulated from the tendency to get "mindless," and provides you with a method to uncover lucrative opportunities within each account.
Tomorrow we'll look at sales calls and improving oneself.
Source: Dave Kahle offers a variety of resources that can help your business stay competitive in changing times. Click here to learn more.
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Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
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