Especially now a days with the economy being what it is. We have millions of people that are ready, willing, able and qualified to do the same thing you do. In fact they are ready to work harder and for less than you might be willing to. Now as the population grows and economy crumbles this number of people with your same qualifications keeps growing at an outstanding rate. Now there is a reason for all of this. However, that is a whole different topic and we will not be discussing that in this blog, but one in the near future.
Now one thing that I have learned about sales people including myself through out my career in sales is that if we are new in sales we tend to work harder in the beginning and pay more attention to detail. After a couple of months we tend to lose care and try to put less effort and expect the same great results. Why? Because your mind becomes conditioned on its own without you even realizing it. We try to take the path of least resistance and become lazy. Now, we believe that we have it all figured out and we start prejudging and under qualifying our clients. We tell our self we are working smart.
Now how did this all happen? Well, let me give you one example of many, why this may happen. Our mind conditions itself with what makes you feel more comfortable. When you believe you have a great product and see people everyday inquiring about it, you are going to get clients that want and need your product. You will deal with about 10 buyers in most cases in a week. Out of the ten you might get 2 lay downs. A lay down is what we refer in the sales industry as someone who has no care on how much it costs. They just come in and say I want that, that and that. How much is it? Do you take cash or credit and the deal is done and paid for. You made a full pop deal which means you made the highest commission possible on that particular deal and it feels GREAT! Good job.
The majority of sales reps do not realize they have a problem until it starts to hurt their pockets or even worst, they are about to be cut (fired) or sent to me for re-training. We will blame the world before we have to re-train and bring it back to the basics (reset). However, a true sales professional is always looking for ways to improve and new ways on how to overcome obstacles. They come to me even if their closing percentage are high. Maybe just to ask how they could have handled a situation that never came up before or go to seminars if they don’t have a training department. They may even look to their team leaders or share thoughts with top closers on their team. The idea is not to fall behind and always look how to continuously better yourself, not only as a professional, but as a person as well.