That Fish Thing!

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: Surely most people in TS sales have heard that if you give a person a fish they’ll eat for the day but if you teach that person to fish they’ll dine for a lifetime. Plus, I’ll add here that they’ll feed their families, ‘market’ the fish they didn’t eat to their neighbors, pay their bills, save for the future, take vacations and so on.

With that in mind, most TS sales training in our industry, to put it kindly, is sorely lacking.

From the new rep who ‘rides’, (usually one-time) with a less than stellar TS rep, to the manager/trainer preaching that (e.g.) ‘A sale is made every time’ (garbage!), our industry has always had poor sales training (with few exceptions). The end result, marketing issues aside, are sales centers and/or individuals closing less than 25%!

If you want to eat and live well for a lifetime then a good starting place is right here with hundreds of our Morning Meeting sessions but that is only the beginning. There are also a few outstanding books on the market; but that isn’t going to be enough either.

Seminars, albeit few, can be good, too, but you also need to role play as well and believe it or not doing so with someone else is not always the best option. Instead, in privacy, ‘play’ out a selling situation in your mind and try different approaches to objections and/or individual phases of the presentation.

That includes each time you do make a sale and when you don’t! The more you ‘role-play’ both, the better you’ll become.

Be a proud professional and constantly fine tune your sales and closing skills like a $1,000 per hour Attorney or Surgeon does in order to stay sharp and competitive, and in short order you’ll become a 35% + producer and for the rest of your days you, too, will laugh all the way to the bank.

TODAY’S VIDEO: Barry White – Practice Makes Perfect