BASIC SELLING SKILLS - POST MORTEMS ?

Some of my faithful followers and clients will possibly complain about my "preaching" of the value of doing post mortems AGAIN ! Say what you will, but this form of evaluating your selling skills works very well and I have many who can tell you that this direction has helped them become much better salespeople.

And you may be one of those who believes that my utilization of that term is not comfortable. OK ! Use whatever terminology you choose but what you are challenged to do is take real life cold calls, face to face appointments, customer follow-ups, and virtually any selling situation and dissect it after it takes place. As best you can remember what you said and what they said and replay it via verbalization to a peer, manager, coach, who knows something about selling. The point is to get suggestions about what you could have said differently, what you could have asked differently, how you could have reacted differently, etc., etc., etc. Look for directions and phrasing that you have never used before.

I know ! It's ROLE PLAYING based upon real situations - not obscure hypotheticals that allegedly make you uncomfortable. The big issue here for many of us (again) is who will you allow yourself to learn from. How open are you to criticism ? How well do you take suggestions ? Is your ego so big that you believe no one could do it better than you ? Please ! Please allow yourself to recognize that no one knows it all and we can all learn from each other. Get comfortable asking for other people's opinions about how they handled themselves in a similar situation.

This method of learning how to become a better closer, a better listener, a better relationship builder works and works very well for many people

LAST, but not least go to my HOME page - I'm offering a special pricing DEAL for the first two months of this year to all new clients.

Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling

Challenge yourself to grow ! Challenge yourself to be more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.

Look around for success stories - they are all over the place. Get inspired ! Kick yourself in the butt !


NOW GO SELL SOMETHING - YOUR BABY NEEDS A NEW PAIR OF SHOES !


REMEMBER every salesperson is a part of the economic recovery we are all looking for ! Don't believe me - go to the Sunday classifieds and see where the most job opportunities are. Yes, it is the sales jobs which far outnumber any other professional group that are looking for producers ( well, maybe the need for nurses outnumber us in certain areas ). There is only one direction that is going to solve any of our problems - "MORE SALES".

HAVE A GREAT WEEK ! CALL IF I CAN HELP YOU OR YOUR TEAM !!

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 "