As a sales coach, I get asked this question all the time: “Is sales really the right career for me?” And you know what? Sometimes the answer to that question is no. Not everyone is built to enjoy it and thrive in sales.
If you’re new to the sales world and thinking it might not be a good fit for you, or if you’re not seeing the kind of results you want to see from your sales career, maybe it’s just not what you’re destined to do. There are a few specific questions you can ask yourself—and answer honestly—that will reveal the truth.
In my years as a sales coach, I’ve seen this situation play out a million times: A salesperson gets a new job and doesn’t want to call on prospects until they feel like they’ve learned absolutely everything there is to know about the product or service they’re selling.
They feel like making those calls would be “wasting” a lead on someone before they become “good enough” at their job. That is 100% the wrong way to approach things. Doing so will pretty much guarantee that you never become a top producer.
Creating good time management habits can feel exhausting. If it’s something you’ve struggled with for a while, you may find it hard to know where to start.
In Stephen Covey’s world-renowned book The 7 Habits of Highly Effective People, he suggests using a powerful tip: Begin with the end in mind. What does this mean for a relationship-based salesperson, though? And how can you apply that principle to transform the way you think about your calendar and your tasks?
If you sell a tangible good, you likely have the opportunity to let a prospect “try” before they “buy” from you. “Yes sir. You can test drive the car for the weekend.” “Absolutely ma’am. Take the dog home to meet your kids!” But what if you sell something that can’t be picked up and held?
For those of us selling a professional service, it can feel difficult to provide a prospect with the chance to test-drive what we offer. But there is a way to use this close effectively, no matter what you sell.
Winning a championship isn’t easy. It takes tireless work and dedication. Getting that trophy, or that medal around your neck means that the blood, sweat, and tears shed along the way paid off.
What I find very interesting is just how many individuals and teams crash after the big win. I’m sure that injuries or personnel changes play a part, but many of the stories show that they’ve taken their foot off the gas.
If you want to become—and remain—a top producer, you don’t get to coast after you have a big win. Consistency is non-negotiable.
You’ve probably noticed by now that talking and writing about time management is my jam. I love it! However, the reason I enjoy talking about it is that I’m living the benefits of its success.
Unfortunately, that may not be the case for those of you who are fast-paced, type-A personalities (i.e., most salespeople). Instead, once the conversation leads to creating and sticking to a schedule, with most salespeople, I hear some variation of, “But Dew, I can’t live by a schedule all day, every day like you do; I’m a free spirit!”
To which I want to reply, “Hello?! Have you met me?”