Tuesday’s Sales Truth {4.17.07}

The Tuesday's Sales Truths are taken from Bill Brooks' Book Entitled: Universal Sales Truths
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Sales Training Minute Solution: Sales Plateau

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.