BASICS, BASICS, BASICS

As you can well imagine, I talk to a lot of sales professionals every week from numerous venues - mostly services - some product with services - and I know you can identify with their common complaint - the marketplace stinks - opportunities are hard to find. I don't doubt that for a minute !I don't live in a vacuum. People are not beating down my door either. But short of giving up, I only know one thing to do. Make sure you are doing every bit of the BASICS ! I remember with some mixed sentiments my days on the gridiron - in college more than high school - the coaches screaming about the BASICS - especially when it looked like our chance for success was dismal.. And somehow it made sense and contributed to our instant improvement and even an occasional win. Well, that's where I'm coming from !

Because after listening to my clients unload about their lack of opportunities, I start to ask some embarrassing questions. When is the last time you did any networking for leads ? Cold Calling ? Prospecting ? Sent a personal thank you note after an appointment ? Asked for a referral ? Did anything to resource yourself ( like a class, a book, a CD, a DVD on professional sales ) ? Developed new value propositions ? Did some role playing - ( utilizing the objections you are hearing on the street ) ? Looked at your goals ? Added some new campaign steps ? Developed some new questions to ask ? Etc., Etc, Etc.

Look I know it's not easy. Sales is not easy even in good times ! Only the strong survive and you can't give up or you will get swallowed up ! You know all the well worn cliches - shake off the frustrations - jack up your attitude - get positive and go out there and make it happen. And make no mistake, the strength to get out there and make it happen has to come from within you. It doesn't come from motivational tapes, books, or the multitudes of sales gurus and coaches like me. All outside influences are short lived. Yes, you can learn a lot by listening, reading, and even benchmarking other successful sales pros, but you have to make up your mind that you are going to deal with this economy and the resulting marketplace. Your determination, your attention to the basics, and your recognition that any negatives that you allow to influence your thoughts will drain the energy of your support team and yourself. Your will and determination to excel are the key factors in your success. Don't let anybody or anything get you down. You are the CEO of your life; hold yourself accountable to all of your shareholders !!

Always remember - "people still buy people" and that's why we have sales professionals !

***** "The Biggest Obstacle to Sales Success is the Resistance to Change How You Sold Yesterday in Order to Be More Successful Today "