Business Success - How To Get Out of a Rut and Avoid Burnout

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How To Get Out of a Rut and Avoid Burnout

Chris Lytle, CSP, Author of The Accidental Salesperson

Here are some ideas to get out of a rut and bring your sales to a higher plateau:

Invite a client to a sales meeting

Inviting a client to your meeting to talk about his/her business is a way to focus on the client's needs. Ask guest clients to discuss issues and trends in their industries. Give the client a thank you gift for attending the meeting. After the client has left, discuss ways to use what you learned to help that client.

Listen to a brag session

Single out another salesperson who has sold a particularly difficult client or an unusually large sale. Let that salesperson take you through the process. Discuss with them the tough accounts you are working on.

Learn a business in one hour

Pick up a trade magazine from a client or prospect and read it. Jot down jargon words and three questions you will ask your client on your next call. Then take a few minutes to write a description of the industry you just researched. The will get you thinking about the problems and current issues of the businesses. It will also get you excited about these businesses because you understand them better.

Seek out a salesperson from another industry

They can teach selling skills and give intelligence reports on a different industry that will contribute to your selling efforts.

Plan a busy day

Highly motivated people tend to thrive on staying busy.

Set clear expectations for performance

Ordione's advice: "If you wish to change behavior, you will do a better job if you define what job result is sought and what behavior you want and give the trainee the knowledge and skill necessary to apply it."

Ask others what motivates or de-motivates them

Focus on more than the money. Top performers are motivated by doing important work and being good at what they do.

This news arrived on: 08/06/2008

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