Asking, Actions and Adjusting are Your Job in Selling Today.

Our job in selling has changed significantly over the last 30 years since I started selling. Especially in the last ten years.

Our job years ago was "presenting... giving information" and then "asking for the close."

Remember ABC? Always Be Closing.

Today your job is action... and asking... and adjusting. Your primary job is to "get information, not to give it" and to forget outcomes.

Action is the behaviors that you use to reach your sales, personal and income goals. Action is learning to say "no, that does not work for me." Action... accept only the best of the best for yourself... that way you'll know what to say no to... anything that is less than the best of the best... do not settle... That is a powerful action.

Asking is asking questions that help you determine if your prospect or client is a fit or not and if you are a fit for them. Asking is also preparing questions that help get people moving if they are stuck in the "we are happy with our current xxxxx" mode. Why did they give you the appointment if they were happy?

Adjusting is to help you control, the only thing that you can control... you. Measure the feedback you are getting from your clients, prospects, coaches, family and significant others and adjust. Track your primary thoughts each day... what you think about you bring about... Without tracking you cannot adjust. Keep on adjusting.

Forget outcomes. They are not your job. If you are in action... networking, prospecting, outrageous cold calling, helping others reach their goals and continually giving what you want to get in life... that is your job... outcomes will take care of themselves and you cannot control others anyway, so get off it. Take on more than you ever thought possible. Network and meet your clients where they hang out. Join the associations that they belong to. Action, action, action... Keep in action. Know what the "best of the best" client for you is... so that you can take the action of saying "no."

Asking... Asking questions to get information to help you decide "are they the best of the best?" and "is 'no' what I want to say here?", asking for referrals, for help... for a price increase... for your best price... for whatever is required... you must ask.

Successful people know how to adjust. Sailors, pilots, and ship captains adjust their course constantly. Track and adjust.

I have three clients that recently reported "record" years in sales and in achieving their personal and income goals... this is what they report when I ask "and to what do you attribute this success?" "Adjusting my thinking... my actions... my behavior and asking, asking, asking....."

If you want this same success, repeat what others are doing... if you need help...

ASK.

The action could be a call to me or another coach.

Now that would be an adjustment....

I wish you success.

Gratefully yours,
Steve