The latest issue of A Chip off the Block is The Garden Edition and talks about The Top 10 Things Sales Taught Me About Gardening here is my TeleSales Twist on Point #7.
The first day or two of the season will leave you sore
Ugh getting up and feeling like I was run over by a truck is a familiar feeling when I try out some new technique, question, or idea in my sales career. I’m uncomfortable – it doesn’t feel natural. Ok so it HURTS…
The big difference between sales & gardening here is; in sales those aches and pains are mental and/or emotional – in gardening the discomfort is PHYSICAL.
The key is to remember that the result is worth the initial discomfort. In sales, questions that made me REALLY uncomfortable years ago are now habit and are asked in my normal course of conversation.
How do you go from sore to soar?
It takes effort (10,000 hours to become an expert in anything) AND it takes effort – daily. The easy part in TeleSales is that we can have all the cheat sheets we want. My suggestion is to make sure your computer monitor doesn’t become a sunflower stand in due to all the post it notes around the edge.
Instead – pick one question a week, with a goal of asking it on every call. If it isn’t habit by the end of the week, keep it up on your screen until it becomes habit (or you start ignoring the note).
Now… pick the next question! By the end of 2011 you will have over 20 new questions that you’re comfortable asking (see there are 27 weeks left and I even gave you a few “hard to incorporate” multiple week questions to pick up).
Start today – pick the #1 piece of information your sales manager ALWAYS asks you for. Now turn that into customer facing language (ie: how does finding this out help the customer) – create a question, start asking it TODAY!