Do you ever wonder what happened to good old-fashioned handwritten letters? Although communication tools like email have become the norm and have eliminated most practical uses for handwritten letters, it seems as though the transition period between the two methods of communication was almost overnight.
In business today, it’s clear that letter writing is no longer in style. However, have you ever thought of how you can use this fact to your advantage?
It isn’t a coincidence that most high ranked sales professionals that I know are also prolific letter-writers. Consider the benefits of writing a letter:
When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy.
The problem is most leaders handle poor performers the wrong way. There’s a tendency to have “tough conversations” or attempt to punish them into higher performance. Some leaders even give poor performers the “cold shoulder” and allow a rep’s professional performance to seep into their personal behavior towards them. These are all things that are extremely counterproductive and more often than not, contribute to more negativity and even worse performance.
It’s well known that referrals are the best way to attract new business. Yet so few sales people ask for them. Why? Because they don’t know how to do it properly. Today I’ll show you the right and wrong ways to do it.
Is your market slowing down? Be sure not to get caught up in a “slow down” mindset!
While most salespeople will complain about the market, the successful salespeople will be looking for ways to turn a negative situation into a positive one. The majority of salespeople fail to realize that a market slowing down is actually the perfect opportunity to revise sales strategies and increase sales activity.
Think about it, the slower market does not just create problems for you, your competition is likely struggling as well. Chances are they’re facing the same challenges your sales team is facing, so it’s important to capitalize on this opportunity.
By switching yourself from a “slow down” mindset to a “speed up” one, you are essentially taking the first step towards achieving prosperity in difficult markets. Read the rest of this entry »