Did you brush your teeth this morning? Did you shave? Which shoe did you put on first? Every day from the moment we wake up to the moment we go back to sleep we are faced with an overwhelming number of choices. In response to this tidal wave of opportunity, your mind learns to do as many things as possible without thinking. We brush our teeth without thinking, we shave without focusing on the mechanics of shaving. Sadly, in business our mind defaults to simple habits also.
In sales unfortunately, bad habits seem to be more the rule than the exception. Sales people make a sale while wearing a tie and that tie becomes their closing tie, they use a presentation and that becomes their closing deck, they get a certain price and they assume that is the price for all future buyers.
These habits are often tough to identify, and they are insidious because they seem so natural and comfortable. But the truly great sales people actively challenge their processes. They know that neither the tie nor the pitch deck won that deal and they look for Principles. They search for the actions they can take over and over that will deliver a consistent result.
What are these actions? Well, it starts with Prospecting. Your people have to ask enough questions in business conversations to find business opportunities. Sometimes these conversations are with current clients (warm prospects) and sometimes these conversations are with strangers (cold prospects). The single most important habit for your sales people to build is the habit of being professionally curious. We believe that there are 7 keystone habits that ensure sales success.
If you are not getting the results you want, looking at the habits that control your sales team could be the solution. If you are having trouble deciphering what is holding them back, we should talk.
Matt Nettleton, Sandler Training DTB matt.nettleton@sandler.com or 317-678-8800
