Everyone in America (and most other countries) remembers exactly where they were at 8:45 a.m. on September 11, 2001. That’s the day and time that a lot of things changed in our country. We can’t walk to the gate with our family before their plane takes off anymore – we wait a lot longer at the border on the way to a Windsor Spitfires game – we can’t have as much fun in Crystal Bay anymore – hell, we can’t even take a carry-on bag on the plane if it has more than a few ounces of shampoo in it anymore! The rules have changed.
The rules have changed for salespeople also. Prospects are more educated than they have ever been before. Companies are under more pressure to cut costs than they ever were before. Companies have more overseas options than they ever had before. Competition is tougher than it has ever been before. What’s it all mean? It means that salespeople had better be stronger than they have ever been before.
Now, more than ever, it is mission critical that salespeople do the prospecting activities that will put them in a position to succeed.
Now, more than ever it is imperative that salespeople qualify &/or disqualify prospects in an effort to maximize their precious time.
Now, more than ever, it is crucial that salespeople stop DUMPING information on prospects & CHASING them for a decision.
Now, more than ever, it is paramount that salespeople utilize a game plan when approaching prospects (because we all know that prospects utilize a great strategy on their own).
In September of 2009 companies have options. Unless you are the only game in town your prospects have options. Ask yourselves… Why should a prospect buy from me? What’s our unique selling proposition? Where do we add value? What are they getting when they buy from me? If you aren’t pointing your finger right between your own eyes you should be concerned. And for this to be the case you need to be the best salesperson they have ever seen – otherwise why do they need you? They rules have changed – problem is some of the salespeople that were around for that ugly morning 8 years ago haven’t changed.
The rules have changed. Ask yourself… since September 11, 2001 have I changed? Have I gotten stronger in my selling profession? Have I gotten 8 years of valuable experience & grown from it? Am I the best salesperson my prospects &/or clients have ever seen?