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How Taking a Different Road Can Put You on the Right Course

How Taking a Different Road Can Put You on the Right Course - Janice Mars, SalesLatitude

How Taking a Different Road Can Put You on the Right Course - Janice Mars, SalesLatitudeThe idea of taking a different road can really open one’s eyes. I was recently talking to some associates about the novelty of doing things differently to see if you get different results. For example, eating with your left hand when you’re right-handed, or taking a different route to work instead of the same one every time.

Maybe you’ll get a different result or learn something new. Maybe you won’t. But at a minimum, it will make you aware of the things you tend to take for granted and do the same way every time. Quite naturally, the notion of taking a different road got me thinking about what sales people can learn and improve if they stepped out of their routines and comfort zones.

Taking a Different Road through Your Sales Cycle

What if you started doing things a bit differently than you always do? If you typically use demonstrations to qualify a prospect, then try using demos as a proof statement instead. If you usually send out proposals when your prospects ask for them, then try sending them out after you have done proper qualification. If you normally bring your management into a deal towards the end of a sales cycle, then try bringing them in early in the sales cycle to meet with key executives.

Look at your current sales process and ascertain which of the key selling activities you are doing well and which ones you are not. Then start incorporating them into your sales cycle. But why stop there?

Changing Up Your Day to Boost Efficiency

How about just changing up your day as well? If you typically look at your emails as they come in, think about setting aside specific times to read your emails instead. If you tend to start your day reviewing your daily or weekly “must do” list, then try reviewing it at the end of the prior day. If you attend meetings because you are asked to attend, but do not have a valuable part to play, share or gain in the meeting, then think about declining the invitation. These small changes can lead to greater productivity, if you’re willing to try.

If you travel the same path every time, you will miss out on so many wonderful things in life. Try taking a different road and let me know if it has opened your eyes to new experiences and successes.

 

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter

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