If you are in sales, you absolutely can take control of your selling career. You can motivate yourself, create a system, and track your numbers. Once you have those numbers, you can use them to coach yourself.
Coaching has two parts. First you diagnose your condition. Second you prescribe your treatment.
The danger in being your own doctor, of course, is that you can get caught up in the emotions of it. To prevent this from happening focus on your numbers.
Numbers don’t lie and they don’t fudge. They are what they are, and if you have the mental toughness to look at them truthfully and without spin, you will be able to determine what challenges you face. Then you can do something about it.
Here’s an example. Let’s say after a few months of tracking you find that for every 6 calls, you make an appointment. That’s higher than the company average, which is more like 3 calls to an appointment. You have diagnosed where the problem is. Now you must decide the treatment – that is what you will change to get better results. You may have to do a little research.
One of two things is probably happening here – either your system needs improvement, or your skill in using the system needs improvement.
In this case, ask yourself if you have a script for your telephone calls. Is it a good script? If you have a script available and you know that it works when used…then start using it. If you know it is a good script, and you are using it, but not getting good results, then you need to increase your skill with the script. You might want to observe someone who has better results to find out how you can use the script more effectively.
This is just one example. Your problem may be with closing the sale, or a low response from your letters, or with appointments that cancel, or average sale size is too small. Whatever it is, figure out what it is and then figure out a solution to improve it.
What techniques for coaching yourself have you used in your life? Post a comment below.
This article was written by David Denis owner of http://www.rocksolidwriting.com
David is a freelance writer for hire offering article writing, sales letters, training manuals, speech writing, seo content, sales writing, blog articles, copy-writing service, sales scripts and business name ideas.
To learn more, or request a quote visit http://www.rocksolidwriting.com/freelance-writer-quote