Monday 8am: Read this newsletter
Monday 8:15am: Check your oil
Here we are! We've made it roughly halfway into the unofficial summer selling season. Based on where you are around the country, we've had record heat, rainfall, storms, or even drought. Hey, it's summer. If you live in the south, you've showered, dressed, and felt great to walk out of your house, only to be drenched in sweat from the humidity before you reach the end of the front walk. If you live upper midwest, you've been attacked by mosquitos larger than a commercial jet. Those of you in the desert southwest have enjoyed your "dry heat" that could cook a pizza on the sidewalk, and Californians....well, it's always great in Cali.
So, with that aside, how has your summer selling been? In my travels I've seen some of your competitors. Many of them have taken my advice and are working very diligently this summer to grow their business, and set themselves up to a strong finish to the end of the year. Are you keeping up? Here are the 4 areas I want to focus on to see how I'm doing:
1. Results - as always
2. Productivity - am I seeing the same number of decision makers I did in the spring?
3. New accounts - have I invested time to break open new referral sources this summer?
4. Lost accounts - did one of my competitors take advantage of me slowing down and take market share away?
If you can audit these 4 points satisfactorily, you're in GREAT shape heading into the fall. If however, something has slipped, you STILL have time to make it right. So here's my "sales mechanic's" dashboard hierarchy. See where you fit in and make the appropriate changes.
1 of your above measures is off = Change Oil light on dashboard
2 of your above measures are off = Check Engine light on dashboard
3 of your above measures are off = Engine won't start and you're stranded
4 of your above measures are off = You're watching the tow truck drive away with your car
Let's go! This summer can still finish strong. Recommit yourself to the right kind and amount of sales activities and you'll see results in 2 weeks.
That's all it takes to turn things around. Go get it.
I did a great "closing clinic" for a client's sales team last week. It was a great amount of fun and learning and they walked away with skills they can use right away. I'm putting on a full day program to teach you how to read buying signals, sell past the objection, and close more confidently . You should be there. Here are the dates:
September 13, 2019 - Dallas, TX
October 25, 2019 - Phoenix, AZ
Thank you to all of my wonderful clients that have filled up my coaching schedule this summer! I can squeeze in 1 more client but that's about it. If you have a rep with potential, but that needs more guidance to achieve that potential, let me be their guide to sales excellence. Check out the coaching page or email me to reserve that final spot.
Have a great week...Good Selling!