DID SOMEONE SAY THIS WAS GOING TO BE EASY?

No one ever said sales were easy. But why do so many sales reps make it harder than it really needs to be. How do they make it harder, by doing less!


Don’t blink your eyes thinking you just read something wrong, it is the truth. By doing less reps make their work harder and harder. Ask yourself this question, “Have I ever cut corners to save time?” If you can honestly say no then stop reading today’s blog and go have some fun making money and calling on customers, if however you said yes, (I expect this fits EVERYONE reading this) then read on.

There is another old saying I want to put into play here, “If you haven't got the time to do it right, when will you find the time to do it over?” Are you starting to see where I am going with this? Take a job that we all agree is hard work, and then factor in doing a large part of the business twice, and there you have it, work harder than it needs to be and you did it to yourself.

There are other ways we make our job harder. How many cold calls did you make where you didn’t do any research on the company? You walked in knowing nothing, and had to “DIG” for information. You don’t know what they do, how they do it or what they might need.

By doing a little front work you could make your job a lot easier and increase your sales. If you knew going into a cold call, what they do, how they did it and what product or service you have that the customer can use, all the “DIGGING” isn’t needed.

Does this seem too simple? The solution is to do things right the first time. Well it is simple to talk about, but very hard to do. We all have work to do. We fill our days to the brim and are out in the field all day. So when are we going to find the time to do things right the first time?

Ever hear of a “Catch 22”? A Catch 22 is from the book with the same name. It refers to a circular problem. The solution to one problem, leads to another problem, which leads to the original problem. So there is no solution.

We have a Catch 22 SOLUTION. The solution to one problem leads to the solution of another problem, which solves the first problem (did you get all that? I typed it and I am not sure I did) anyway, by doing things right the first time, or by doing your upfront work what you will find is that you now have extra time to do the front work and to do things right. (I hope you caught that)

So where are we? Simple, if you take time on the front side of a sale, it will save you time on the backside. That saved time will allow you to do the work on the front side. There you have it, the sales Catch 22.

Now you should see that what we have done is make the hardest job easier. YOUR JOB, sales.

Lorin