Selling Strategy: Start-Stop-Change

What kind of selling results are you getting your current selling strategy? "Insanity is doing the same thing over and over and expecting different results." This quote is attributed to Albert Einstein, a pretty bright guy.

Why do we rely on the same selling strategies that don't work?

I suspect part of the reason is that we don't have any formal selling strategies. We continue to react to the daily challenges we face.

The word react is an interesting word. I especially like the last three letters - "ACT." That's what we should be doing. Taking action! Taking bold steps to achieve our objectives.

But how do we break away from old habits? How do we segue from not having written selling strategies to preparing new and formal selling strategies that can catapult us to a higher level of selling success?

To be sure, I don't have all the answers - but I do have some ideas.

The first quarter of 2009 is now history. Look in the mirror and what do you see?

Do you see a person who is 105% to his sales plan?

Do you see a student of selling - someone who is always looking to do it better?

Do you see someone who is more reactive than proactive on a daily basis?

Do you see someone who is working more and enjoying it less?

Look, if what you're doing isn't working stop doing it. Stop doing it immediately!

I'd like you to do me a favor. Actually you'll be doing yourself a big favor.

Type these ten 2-letter words on a sheet of paper. Center the words on the page and increase the font size to 22pt.

Here are the words "If it is to be, it is up to me."

Then type three additional words - each word on a separate line, centered on the page, with the space or two between them.

Start, stop, and change.

You have all the potential in the world - use it!

Prepare a list of your key selling activities. Things like prospecting, cold calling, asking questions, sales presentations, sales proposals, handling the price objection, closing the sale, time management etc.

For every item on your list, ask this question. Starting today what can you start doing, stop doing, or change how you're doing it?

Let your imagination run wild.

Imagine your weakest selling link is prospecting. What can you start doing to fix that? Well, you can start setting a goal to: one new sales prospect everyday. This will have a huge impact on your business.

What can you stop doing? You can stop thinking you will call on sales prospects at the end of the day - when you usually run out of time.

What can you change? You can change the order of things. For example you can begin every day by calling on one new sales prospect.

A lot of salespeople and entrepreneurs today feel like they're in a hole. Someone much wiser than me said, "The best way out of a hole is to stop digging." Stop digging and create a plan to get out of the hole you're in.

Read these words every day and you'll be inspired by them.

"If it is to be, it is up to me."

And begin every day asking three questions:

What can I start doing . . .

What can I stop doing . . .

What can I change . . .