You Know What To Do

Last week, I wrote about the affinity people have for the quick fix, immediate remedy or band-aid solution. Yet, this doesn't stop sales people from looking for that fast answer to their sales problems.

The interesting thing is that most people already have a good idea of what they need to do to improve their sales. From prospecting and cold calling, to making effective sales presentations or to handling objections and closing the sale, virtually every person I encounter knows exactly what they need to do differently to change their results.

So, what makes this concept so difficult to accept or implement?

Increasing your sales usually means more effort or additional work. However, human nature drives people to taking the path of least resistance. And what we need to do to improve our business does not usually fall into this category.

Instead of trying to implement a big solution into your daily routine, break it down into digestible chunks. Here’s an example, if you know you need to make an extra twenty cold calls every day, start by making five calls then add one each day until you reach your target. This approach makes the larger task seem smaller, and therefore, easier to achieve.

You know what you need to do. Go and do it.

Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. For information on his programs contact him at 905-633-7750 or by email.

Comments

[Noemi Pollack]

Your suggestion about breaking up big tasks into manageable tasks -- as in "just add one single call a day" is essential to smart business. I would add that the hard part is the strategy behind the cold calls. Basically, who do we want to reach and why should they listen and for what purpose? Couple that with a bit of research into the company that you are calling and the success rate increases multi-fold.

[Gary Wiram]

I couldn't agree more. The key ingredient to success in my recent posting on "The 'Tech-Savvy' Sales Organization" was Personal Commitment.