JUST a little nudge

When things are going well, many salespeople worry that changing anything may have disastrous consequences.

I would challenge that when things are going well – there are three things you need to do to ensure they continue to go well.

1. identify what you were doing RIGHT before great things happened.
2. ensure you’re still doing those things…
3. give yourself a little nudge to do MORE of the things that make you successful.

Here are some examples from salespeople I’m currently working with:

• make ONE more call before I go to lunch (the identified #1 = calling people earlier in the day)
• call and ask questions when I get an email that requests anything (their answer to #1 = focus on qualifying time-frames)
• schedule an hour a day to cold call (#1 answer was speaking with 3 brand new contacts every day)

WHAT the nudge is – will of course depend on your answer to #1.