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January 30, 2014 at 01:41 PM
As kids when we messed up on something all we had to say was…”do over” and we got a second chance at having a better outcome. As we start a new year we get our own “do over”. We get to turn the page and start over.
However, your “do over” should actually be…“do different.” What do I mean by that?
Most “do over” plans look outward (to others) and not inward (to yourself). These “do over” plans look outward to find a different market, the best product, different lead source or asking your IMO for more points. That is why you are trying to have another “do over.”
Doing the same planning each year with this mindset perpetuates itself year after year with the same disappointing results. Do not be fooled or believe that some offer, product or program will help you “have your best year ever!”
Do it different…by starting now and take (look inward) responsibility to change your future to accomplish your goals. Your success is your responsibility and is not as hard as you think it is. Real sustainable success comes when you develop your skills in three areas.
First, you need to develop “you” and your sales skills. “You” are what any prospect or client buys.
What is your sales process for every client? How do you present yourself? How do you conduct and control the interview? How do make the prospect feel? How do you use the fact-finder and questions to help you and the client understand the client’s situation and needs?
No one is born a salesperson. Acquiring effective sales skills requires an investment of your time and money. Since it is an acquired skill, it is also perishable over time if it is not continually used, refined and practiced.
