Supercharge your sales – Follow your plan

I coming to you from the middle of the Mojave Desert in California…gotta love these computer data cards…as I am speeding towards Las Vegas for a day of sales calls followed by my wedding to soon-to-be Mrs Chambers, followed by a day with Kevin and the rest of his Inner Circle for some needed “Masterminding.”

And now on to selling and the fine art of sales.  As Rob mentioned in his last post we have both been given review copies of Dave Lakhani’s new book, How To Sell When Nobody’s Buying: (And How to Sell Even More When They Are).  I needed to go to Phoenix for a couple days earlier this week and was able to read most of the book on my flight over there.  The book is awesome.  It’s one of those books you wish you had written, at least if your in the sales training field.  From the very first chapter the book starts hitting you in the face with ideas, tips and techniques to supercharge your sales efforts.  As a professional salesperson who prides himself on selling “outside the box” I was amazed at how brilliently effective Dave’s advice would be if someone were to take the trouble to put it into action.

And that’s the crux of the problem, putting it into action.  As easy as the book is to read and as brilliant as the tips and techniques he recommneds are, if you just read it your wasting  your time.  It’s as simple as that.

Only action makes a difference in this world.

This action part is the toughest thing to do.  We all have trouble fighting the gravitational pull of the status quo.  For most of us our answer to anything is to simply do more of what we already know, even if it isn’t working. As we do this we realize we are acting out the definition of insanity, but we still respond to the siren call of the familiar and press on with making more calls in the same fashion as we always have.

So how do we break free from the status quo?

We need to do two things -

1)  Determine a course of action we will take to make the change.

2) Develop a system of accountability. 

The older and more experienced I get the more I have come to realize that step number two is the key ingredient.  When well executed, even a poorly designed plan will get you farther than the world’s most excellent plan that is not carried out.

Makes sense doesn’t it?

I’ll deal in more depth on establishing a system of accountability in my next post.  Till then here’s a little tidbit from Dave Lakhani’s new book, How To Sell When Nobody’s Buying: (And How to Sell Even More When They Are)

Instead of using the link I used above (which is an affiliate link) to send you to Amazon to buy the book, run the link through budurl so that it ends up looking like this – http://budurl.com/davebook.  What is the difference you ask?  The difference is that you can track how many times people open your budurl link.  This gives you a ton of information you can use to refine your approach and hone your presentation to the marketplace.

Now from deep in the desert, have a great day!

Tagged as: Attitude, Dave Lakhani, Double your sales, Habits, Sales Strategy, Sales Tip