'Tis a Way of Life…

Sales is a religion!

To be explosively effective, you have to be a cult member -- drinking the punch...  Any other level of commitment doesn't really work!  It's draining -- emotionally and financially... I was thinking again about the process of "sales" and how being in the revenue generating business can seem like a chore if you lack inspiration.  Sometimes, we call that "being in a rut" other times sales people find themselves "in a drought".

And what do you do?

Better yet, what can you do?

The Simple Answer: You need to holistically analyze what you are doing and fix what is broken...

The Hard Part: If you knew what was broken in the first place, you would have probably already fixed it (especially if it means more $$$).

So what to do?

You have to "trick" your mind into being honest and unbiased about your selling process.  Kind of like how in "Tin Cup" Costner fixes his golf swing by moving his change from his left pocket to his right pocket.

[youtube=http://www.youtube.com/watch?v=4LOqvh694iQ]

Nothing REALLY changed except for Costner's self-perception.  His problems solved themselves as soon as he was able to realize what they really were...

Not able to fix your selling problems?  Here are some ideas on how to start figuring it out:

  1. Reverse all the "normal" things you do in a day...
  2. Get up 1 hour earlier and just prepare for the day...
  3. Write a "thank you" note to a recent prospective customer...
  4. Make 10 extra calls to existing customers...
  5. Reach out the last mentor you had and "chat"...
  6. Go a whole "sales pitch" only asking questions...
  7. Record you next phone call and listen to it...
  8. Use the phrase "Tell me more" 5 times today and write down the answers you get...
  9. Go for a 5 mile run...
  10. Read a biography...
  11. Make 5 "just thinking of you" calls to existing customers...
  12. Drink less coffee or more (move to the other side of the equation)...
  13. Start mentoring someone else...
  14. Do NOT freak out (customer's can smell your fear)...
  15. Add Shamus Brown to your reading list...
  16. Write down you goals for 2009...
  17. Tell another non-management person what you think is going on...
  18. Spend time with your best customer and see if they would still recommend you...
  19. ...If they would, ask them to do for you (set a deadline)...
  20. Pick up the phone.... (make another call)...
  21. Create a podcast and send it to your customers...
  22. Ask your customers for help building your business...
  23. Share 5 awesome leads with a rep in a parallel business...
  24. Approach the best rep in another region and ask for a coffee meeting...
  25. Create a newsletter informing prospective customers about "the industry"...
  26. Write a white paper...
  27. Draft content for a webinar...
  28. Find a new Web 2.0 tool to help you do your job in more-unique ways
  29. BOLDLY ask your prospects for their trust and their business...
  30. Charge more for your services and still be a great value...

The Overall Conclusion: If generating revenue isn't a way of life for you and you own your business, then you need to FIND some one for whom it is a way of life and make them your partner...  If you are a sales executive and find yourself in this category, you need to either fix your head or QUIT!

Go find another "way of life"