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REMEMBER: All routines, once established, are very difficult to break. In TS sales the personal selling process of each rep, unless checked and modified when necessary, contains both good and bad habits that will ‘showcase’ themselves during each presentation.
Aristotle supposedly claimed that “We are what we repeatedly do. Excellence, then, is not an act, but a habit,” adding that “quality is not an act, it is a habit,” too.
One habit most TS reps have is that when they pre-judge their prospect they do so in a manner that can adversely affect their sales performance, presentation and outcome.
As we’ve discussed previously, despite the popular industry belief to the contrary professional selling is all about pre-judging but doing so in such a manner as to ‘sell’ the prospect and not, on a whim, determine the prospect is (e.g.) too young, too old, too broke, doesn’t travel, etc. and then ‘burn and spin’…
This is why it is wise to always check your selling habits and see if you can detect any that are negative or interfere with anything less than a stellar sales presentation. When those habits/traits are discovered it is the savvy TS Pro who makes the appropriate adjustments and/or modifications to their presentation who’ll laugh all the way to the bank.
TODAY’S VIDEO: Tommy Castro – Nasty Habits
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