Blanking

Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.

REMEMBER: Everyone hits a roll from time to time, writing a ton of business, and everyone also ‘blanks’ from time to time. When ‘blanking’ the last thing any rep should do is worry about it or become overly anxious.

True story: There was a ‘liner’ who ‘blanked’ 84 times, yes, I said 84 tours in a row and guess what happened? He got promoted! No, that isn’t the norm and there was that old nepotism playing in the game, but the point is, try not to get overly concerned when ‘blanking’ knocks on the door.

In fact, spit in its blanking face, so to speak, because often the cause and effect of ‘blanking’ can be totally out of the control of the rep such as ‘touring’ 10 or so in a row who have no business being in the sales center in the first place.

Blanking is also just a brief space of time between ‘now’ and ‘later’, and ‘later’ could be that very next ‘tour’. So as long as the rep is following all the steps required in the sales process, etc., don’t worry about it at all! This too shall pass!

Lastly, don’t bother ’sharing’ with other reps any reasons or opinions whatsoever why ‘X’ couple (the last tour) didn’t buy. Instead be the savvy TS Pro you are, dust yourself off, put a smile on that face, focus and give the next prospect you meet a firm handshake, an incredible but not over zealous presentation and laugh all the way to the bank!

TODAY’S VIDEO: Billy Joel – Don’t Worry Baby (Brian Wilson tribute)