Sometimes we don’t know why we do things we simply know it as something we’ve always done.
When was the last time you took a good hard look at the way you acquire new business?
If you answered “never” or “a few years ago” . . . you’re in the majority!
I wonder if doing the same things we’ve always done limits us . . .
even when we ARE getting results?
I know that might sound crazy, but sometimes we fool ourselves into thinking that we’re doing our best because we’re getting good results.
Makes me wonder if the secret to go from good to sales rock stardom lies in our ability to question our efforts from time to time?
Questions such as . . .
1) What’s the one new account acquisition strategy I tend to default to?
2) Why?
3) What’s my typical way of going about those activities? Why?
4) Is there another way for me to approach these activities?
5) What other activities could I add to my default new account acquisition activity(s)
6) When was the last time I reexamined the script I use when calling potential customers? Just for the heck of it, what would a different script look like for me?
7) When was the last time I taped my side of my prospecting calls and evaluated myself?
8) When was the last time I looked at the typical objections I face, scripted out my responses and tried some new ones on for size?
9) When was the last time I asked someone how they “hunt” for new business and approached it with a “schools in session” attitude?
The 10th question is so powerful it gets to be positioned away from the other 9
10) When was the last time I told my ego to go wait in the car while I acknowledged that as good as I am . . . I could always stand a little polish?
You’re reading my blog today because one day back in 2008 I challenged the way I was doing things.
Perhaps it’s time for you to do the same?
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Paul,
I can never improve enough to become a better listener. Perhaps I should duct tape mouth during my next call to see what happens.
Paul –
Shake things up. You just might get better results. Status quo is not a good business strategy; either from a buyer’s or seller’s point of view.
Take the time to ask all of the why’s you mentioned. I bet you can’t find a good reason for doing what you have been doing.
Plus, the repetition is so boring.
Marc