Everything Old is New Again

I sometimes get the opportunity to work with sales reps or teams that I've worked with in the past. It's always nice seeing familiar faces and catching up on their success. One overriding theme that always seems to come up is this:

"Oh yeah Michael, I forgot about doing that...."

In most cases the "that" is some sales technique that we've taught but didn't become a habit...so after I stopped working with the rep, they slowly did it less and less until it was gone.

The great joy of my job is that it's often very small changes that need to be made in order to help someone succeed. Small but significant redirections can (and often do) lead to big results. The key is, to keep doing those things long enough to make them a habit so when we meet 3 years from now you don't have to say, "Oh yeah Michael...."

So your challenge this week is to go back to your sales training (whatever training you've had....and whomever delivered it) and find out the things that you used to do, but forgot about. I'll bet each of you can come up with 2-3 techniques that when put back into practice, will change your sales outcomes for the better. Of course if you've never had sales training then this won't apply....but I hope you've gotten at least the basics in any kind of training program.

There are no tricks in sales...nor should there be. Everything you've been taught in the past (assuming you haven't been taught "tricks") is still valid and will still work. Dust off those forgotten techniques and let me know how they're working for you.

Good Selling!

Michael Giudicissi