Is Your Selling on Cruise Control?

When was the last time you really thought about your selling process?

Do you go out each day saying the same things and not getting the results you want? You remember the old joke: What's the definition of insanity? Doing the same thing over and over and expecting different results.

Sometimes we've been selling for so long; we get into a rut without even realizing it. We have the same opening - with a couple of variations, the same offer, we rebut and overcome objections the same way. We have been using the same close forever. It short, we're in a rut.

Try this exercise for putting new life into your work. Go back to your sales calls and really think about what's going on in them. Has the industry you're selling in changed? Are your products being used the same way? Spend the time to re-evaluate what you're doing. I like to use a decision tree to help me in this process. 

The point of the exercise is to spend the time making sure that you are fresh and prepared. Selling changes. How I sold at the beginning of my career is different from how I sell now. However, I make the time to make sure I'm conscious of how I sell and make changes as necessary.

Remember, we're not cars, we're sales people. Cruise control has no place in our work.