Reprinted, with permission of the publisher, from QUESTION YOUR WAY TO SALES SUCCESS © 2008 by Dave Kahle. Published by Career Press, Franklin Lakes, NJ. 800-227-3371. All rights reserved.
In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came from asking yourself the right questions and writing down the answers. Sounds so simple. Yet, only a handful of true professionals adhere to that discipline.
I listed some times to ask yourself questions, and some good questions to ask yourself, as they related to improving your personal sales effectiveness. In this installment, I’m going to focus on questions to ask to drive your overall improvement as a professional sales person.
Personal Improvement Questions
The personal effectiveness questions that we reviewed in part one are based on the premise that you can choose to do things that are more effective than others. You have a choice of how to invest your sales time, and you make those decisions about that investment by following certain thinking disciplines. The focus is on the decision you make about what to do.
Only one out of 20 sales people has ever been trained in the best practices of the profession.
That’s why we created our unique immersion professional development system. We immerse you into a best practice of the best sales people by one email a week. In the course of a month you:
• Listen to a podcast
• Watch a video
• Read a blog post
• Do an application exercise
• Talk to your peers and manager about the experience
The result? Improved results with minimum effort.
Our company has tried a lot of different development and a lot of different approaches over the years; this is the one training that has really had a positive impact. Everyone is embracing it. I speak with a lot of colleagues at other branches and I’m always sending them information from Immersion. The entire program creates teamwork, cooperation, and camaraderie.
Kellie Kenniston, Sales Manager, Modern Builders Supply
Other people can teach you to sell. We empower you to sell better.
The questions in this section focus on you having the ability to do what you say you want to do. In other words, before you can do something, you have to be able to do it. If for example, you say, I’m going to play in a basketball game tomorrow, that is a decision that proceeds out of the first section – what to do. It assumes, however, that you have the ability to play the game – that you can pass, dribble,
shoot and defend. It has to do with how well you can do that which you said you were going to do. The focus is on the quality of what you do.
It is one thing to say, “I’m going to call on this huge potential account.” It is quite another to say, “And I’m going to be very competent in that sales call.”
In this section, we are going to examine those questions that lead to your improvement in quality – in the core sales competencies that are used throughout the sales process and which, in conjunction with your decisions as to what to do, ultimately impact your performance as a sales person. Superstar sales people do the right things, and then do them with quality – in the right way.
You’ll notice the questions we asked ourselves in the previous installment proceeded from the top down – from the general to the specific. In other words, we determined, from an annual perspective, what we wanted to do, and then broke those down...[Click Here To Read The Entire Article Online]
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