The Tuesday’s Sales Truths are taken from Bill Brooks’ Book Entitled: Universal Sales Truths

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Salespeople, in order to continually improve must:

• Be willing, and able, to realize that no matter how long this tenure or level of success, improvement is essential…and possible.
• Never stop having a great thirst for knowledge – about selling, your product, your market, your customer, business trends, technology – and more. If you’re not learning, you’re losing.
• Don’t fool yourself into believing that you’re too experienced, too old or too smart to change.
• Face the truth – sales results don’t lie. Have you been improving your sales results year over year? How much of your business comes from new, conquest accounts? How much is referral?
• Don’t rely on existing accounts to feed you. They will eventually leave you due to personal changes, reorganization, consolidation, price issues, restructuring/downsizing, a need to change for the sake of change, etc. Don’t get lulled to sleep.
• Realize that the only one who can really make you continue to improve is you. Not your manager…or anyone else.
• Analyze your accounts and, again, face-the-truth. You better (trust me) be adding new accounts every year or you are going to be in trouble.

Is it that simple? Yes, it is.

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Do you hit a plateau in your selling?

If you Subscribed to the Evolution, we promise to send you some ideas to break your plateau and watch your sales rise and become more productive.

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As a professional speaker I was enthralled by an interesting column by Kathleen Parker this week. It dealt with Hillary Clinton (her politics aside) and what a totally insensitive and ineffectual speaker she is.

The title? The Rev. Hillary Has A Tin Ear! The column goes at great length to describe how Hillary “panders – badly – to her audiences.” It goes on further to say she even tried a “fake southern accent” and that she doesn’t understand “tone, voice and cadence.” Again, politics aside, I agree with Ms. Parker.

Marshall McLuhan was right so many years ago when he said that “the medium is the message.” How does that relate to you? Salespeople, no matter what they sell, can’t pander, be grating or lack the proper tone, voice or cadence. Be aware of and sensitive to that.

Ultimately, this flaw might get in the way of Hillary’s Presidential aspirations. I guarantee that it will also get in the way of your sale if you’re not careful.

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Bill helps us understand how to overcome procrastination by explaining the root cause of it and defining procrastination.

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