The next idea is better than the last one. It is more recent; therefore, it is better.
This new strategy could be exactly the thing you need to jumpstart your results. There are books and articles being written about it, and the experts say it is the next big thing. This must be what you are missing.
The new process takes into account all the changes that have occurred in buying behaviors and technological innovation, making it the best and most relevant process for salespeople everywhere. This explains why what you are doing isn’t working.
This new technology is going to create such a competitive advantage that you are going to out price everyone in your space. Until now, what this technology does was never possible, and it is going to revolutionize sales. This will make up for your shortcomings and deficiencies.
Stop reading this blog looking for new answers. Stop trying to find the one thing that you believe that you are missing. No more looking for shiny objects, secrets, tips, tricks, or shortcuts. No more looking for instant results. These things are not going to change your results, and they are not what you are missing.
There are only two things that you need to change to improve your sales.
First, you need to work on becoming the best version of yourself. You need to be someone worth doing business with in the first place. There is no strategy, no process, and no technology that will cover up any deficiencies you have here. Unless and until you get this right, selling is more difficult than it need be.
Second, you need to execute. You know what you need to do to improve your results. You are fully aware that you need to spend more time prospecting and creating opportunities. You know you need to have difficult conversations and gain the commitments that move deals forward. You know what you have to do to be more valuable to your prospective clients. Outside of the intangibles, the primary difference between the people who succeed and those who produce results that are less than they should be is the willingness to do the work.
You can read this blog every day (and I hope you do). You can scour LinkedIn looking for the magic bullet in the form of a post or a video. You will find countless good ideas in all four corners of the internet and on the shelves of bookstores. But you already know the answer to the question you are asking yourself. You just have to act on it.
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Filed under: Sales Knowledge