Are you a hostage to your own sales behavior?
Human beings are creatures of habit and sales people are no different. Many sales people slip into routines and habits that negatively affect their ability to increase their sales and improve their business.
This doesn't occur intentionally and it doesn't happen overnight. However, it can seriously impact your sales efforts. Here are a few examples of what I mean:
Do you ask the same weak, feeble questions when you meet with a new prospect?
If you're still asking new prospects the same questions you used three or four years ago, you have become a slave to those questions and you are a hostage.
Business has changed.
The decision making process has evolved. And competition has increased. This means that you need to ask new questions. High value, tough, penetrating questions that make your prospects think and that help you gain a deeper and better understanding of their specific situation, goals, objectives, internal challenges, etc.
Are you in the habit of quickly discounting your product or service in order to capture the deal?
Discounting is a dangerous sales strategy and one that affects your top line revenues, bottom line profits as well as your integrity. In today's business climate, many buyers have become more aggressive in asking for discounts and concessions and the natural temptation is to give into these demands. However, it is critical to understand that your behavior today will influence a customer's expectations tomorrow.
Do you rely on the same sales techniques and strategies you have always used?
The business world has changed which means your approach also needs to change.
Are you guilty of delivering a 'canned' sales pitch?
Every prospect and customer is different which means every sales presentation must be tailored and modified accordingly. If you sell the same product(s) it is very easy to fall into the routine of presenting it in the same way every time.
Do you chase every lead that comes your way without considering the value of that lead or prospect?
Too many sales people waste too much time chasing low-value prospects when they could be using that valuable time to target high-value opportunities.
It's easy to become a hostage to your routine and use the same approach you have become accustomed to. However, if you want to improve your business, grow and increase your sales, you need to break free of these routines.
Develop new questions.
Use different strategies.
Improve your sales presentation and value proposition.
Continually refine and modify your approach. Don't become a hostage to habit!