My theme for the year is FLEXIBILITY – and I’m working on becoming more flexible physically and mentally every day.
Recently I realized I need new skills, ideas, knowledge, etc for my flexibility success. Not that I’m surprised, I typically pick a theme that needs a little extra umpf in my universe.
Which got me thinking about virtual sales skills; too often inside salespeople go on with their day (and days) not thinking about how to get better – only getting by, getting through.
Here are the questions I had to ask myself to figure out that I was missing a few tools (in my case for flexibility):
- what do I want MORE of?
- do I know someone who has ____________?
- what are they doing that I’m not?
- what do they know that I don’t?
Notice that “what are they doing’ and “what do they know” are two very different questions!
I don’t know about you, but many thing I KNOW how to do – I don’t choose to consistently do… In sales training there is usually at least one person who is thinking: I know this stuff why is she talking about it AGAIN.
I can’t remember who first talked about the “knowing and doing gap” books and articles abound on the topic.
Sometimes to ADD tools – you don’t necessarily need to learn something new, rather you need to take what you know and put it into consistent daily practice.
Other times you’ll need to learn the HOW TO first.
No matter what; if you don’t have something you want. Start by asking yourself those four questions to determine what steps you can chose from to take first.