The Sales Habit Trap! Change The Game And Change The Result

Habits are great – they allow us to do things quite often on ‘auto pilot’.

But what if we’re operating on habits too often?  What if we’re caught in the Habit Trap?

If we keep doing what we’ve always done, and expect to get different and better results, then we’re probably at risk in terms of our potential achievement.

So how do you change the game?  You’ve got to start by naming the games (and habits) that we’re playing.

1. Old Game: “I never have enough time”  New Game: “I use the time I’ve got”

You’ll never have any more time than there ever is in any day.

This is a great game – let’s change it by getting up an hour earlier (I didn’t say this would be easy) or by watching an hour less TV.

If you really want to manage your time better, be diligent and vigilant at asking yourself “Is what I’m about to do goal supportive or goal distractive?”

When was the last time you did a “To Do” list – maybe it’s time to try it again – you know that ‘checking things off the list’ really can help you build a stronger sense of achievement and inspire you to keep focused and get things done.

2. Old Game: “I’m calling to touch base”  New Game:  “I’m calling to create value”

It’s important to keep in touch with our clients – but not just to “touch base”.  Find real reasons to call – ask a question, inform them about a new product, discuss a change in their situation that you can help them with…..don’t call to touch base.

3. Old Game: “My products and services are the same as my competitors”  New Game: “It’s all about the buying experience”

If you can’t change the products and service, change the buying experience.  In what ways can you create a buying experience for your clients?  How do you greet them…how do you deliver value early….how do you reinforce value….how do you let them know that you value them….how are you using technology to help you create wonderful buying experiences?

4. Old Game: “I ask for a buying decision”  New Game: “I recommend what to do next”

Asking for the sale is potentially an opportunity to lose the sale.  You’re the expert!  Why would you ask someone who is not an expert in what you sell to make a buying decision.  You’re the expert!  When you’ve uncovered their wants and needs, and shown the value that you can create for them, make an assertive (not confronting, not aggressive, not brash) confirmation of that value they will receive and recommend what they need to do next to receive that value.

5. Old Game: “I deal with obstacles and objections when I’m presenting my solutions, products and service”  New Game:  “I uncover client apprehensions before I start my presentation.”

In the old process of selling, we would make our presentation and then deal with obstacles or objections….or worse, we’d ask for the sale, and when we got a “no” as a response, we’d then try and deal with why not?

The new game is to ask great questions that uncover any potential issues before you even start presenting your solution.  In other words, your presentation covers off on client concerns as PART OF the presentation and solution.

Challenged?  Interested?

I trust that these quick tips have encouraged you to think about the games you play, and provide you with the momentum to change the game when necessary and change the results for the positive. 

To get 24/7 access to all of the resources you’ll need to get out of the “Habit Trap”, go to SalesCoachCentral.com