How To Get Better Sales Results?
Results are a product of proficiency, proficiency comes from consistent application.
We’re not born with expertise, every single person on this planet has developed them. Yes some people have more natural talent, yes some people have more potential than others. But the fact remains, to be an expert or even just knowledgeable in an area, a person must upskill themselves in that area, it will not just come to them.
If you want results, then you need to start with consistent application. So whether that’s results from cold calling, developing more opportunities from initial meetings, closing more opportunities, whatever the results you desire, first start with application. Doing more of that activity consistently, which, over time, will lead to higher proficiency and therefore improved results.
I’m Not Good At…
We were working with a group of sales people recently and we spent some time independently with one particular salesman. He had been with his company for ten years and had always been in sales. The trouble for him was that his business was deteriorating. He had joined his business when it was flourishing, over his initial couple of years the business had so many leads and opportunities coming their way that they were dishing them out hand over fist to all of the sales team.
Times were good, more or less every sales person was doing exceptionally well. But then the pinch happened, their market became saturated with competitors, the businesses growth stagnated as leads and opportunities began to diminish.
This sales man was in a difficult position, since joining he had never had to put in the graft that comes with hunting for new business. Take cold calling for instance, it was something he never did because when times were good he didn’t have to. He had some customers from when the business was growing, but with every month that passed he was feeling the pinch. He had no new business coming in at all and his customer base were both spending less and leaving him to move to competitors.
This scenario is not uncommon, we see this quite regularly and the only way to counteract this is for the sales person to focus more on new business.
We explained this to this salesman in particular and his answer to us was
“I’m not good at new business!”
Our answer to him was:
“Well of course you’re not, if you’ve never done it, if you have never invested the time then how can you expect to be good at something.”
Here’s the dilemma for everyone out there. You can either be like this salesman whom unless he takes action will soon fail in sales. Or you can take action and be like the sales icons in this world.
“What gets scheduled gets done”
Something we say to people every single day. If you want to get better at something, if you have a weakness that is holding you back then unless you take action then that’ll always remain the same.
“A journey of a thousand miles starts with one step”Chinese Proverb
Start your first step today, schedule that time to work on whatever it is that you need to improve.
If that’s cold calling then schedule time for cold calling or studying cold calling in your diary for a couple of hours every week. If that’s closing, then schedule time for this, shadow peers whom are great closers, ask questions of what they do, try different things to see what works. Whatever the area is that you need to improve, invest your time into it, schedule it and that consistent application will make you more proficient.
To justify this point in greater detail then do have a read of our previous article below:
Don’t be so arrogant in thinking that once you have a skill it will remain with you forever. Skills depreciation is a real thing, unless you exercise a skill, eventually that skill will diminish. We talk about this in our book Sales Icon: Selling in the Shadows. For an extract and insight into skills depreciation from our book do have a read of our previous article:
So when you develop expertise in any area, don’t be foolish in thinking that you’ll always maintain that knowledge. Unless it’s exercised regularly, soon enough you’ll lose that skill. So whether that’s cold calling, negotiating, closing or any other area, if you fail to regularly do it, you’ll lose your skillsets.
Focus on Your Weaknesses
If you want to change your sales results then be candid with yourself. Look at your weaknesses, and address them one by one. Have a read of our previous article on addressing your weaknesses below then start acting upon it.
If you do only one thing from reading this article then make it scheduling time. Schedule on a weekly basis to attack an area where you either lack proficiency or an area you need to improve in order to see better sales results.
Don’t be the sales person whom just read this article and does nothing. Make today your first step in your thousand mile journey!
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