Implementing 1 New Skill at a Time
In Marketing it’s often suggested that if you are able (or have the specialised manpower) you should implement as many different things as possible.
That it’s not by doing one thing but by doing a stack of different things simultaneously that you get the best results.
For marketing that might be true but for selling face to face – not so true.
Here’s what I mean…
If you have learned a new approach, script or strategy to add to your sales approach, it needs to sound like you or it will sound wooden.
What I mean by that is you need to make it yours and until you do it will sound like the person or the place you learned it from.
So how can you stop sounding like a dawk but still implement what you are learning in the field.
Just add one idea per week and practice that thing for that week until you are happy with it then add the next tool and so on.
After a month you have added 4 new tools to your armory.
Let me give you and example…
Lets say you have identified that you need to spend more time creating rapport at the front end of a sales call plus you also have 4 new questions you want to begin asking in the needs discovery part of your sales process.
Instead of trying to do 5 things at once, simply give yourself one thing to do in the first week to make that change a subconscious habit without it being obvious you are using something new.
then on week 2 you might use start asking 2 of the questions you want to start asking.
and sew on until you have implemented all the new material you have learned.
If you try to use everything at once without having drilled it properly in training, there’s a good chance you’re going to sound like a dimwit.
You see here’s the thing…
You don’t have to try everything at once. And what many people forget is that in sales it can be one idea that can cause a big shift.
In short, as Dan Kennedy says “little hinges swing big doors”.
If you never stop learning and you never stop incremental implementation you will always be evolving as a sales person.
Results of Survey
Hey thanks heaps to all of you who completed the survey. I have the results and will be rolling the video training out as promised very soon.
Thanks so much for your input and I hope you enjoyed the audio’s I made available as bonus’s.
Have a great week.