How can I get better?
Monthly Calendar outline
I always like the beginning of the month because you can relax… a little bit, It gives you time to reorganize, realign and get back on track.
I plan out the entire month and have each event on the calendar, I barely plan my sales, I know from my calls which ones have a strong chance of coming in BUT the beginning of the month gives me time to review game tape and understand what I was doing,
Looking at JUNE
Strengths
Volume, I did ALOT of calls in June to have a strong healthy pipeline moving forward
GAP Selling, improved my pitch by reading and evaluating my call.
Follow up, very diligent weekly touches and every other day, call and email
Weaknesses
Mindset - Yes, I know that having low sales does not determine my value and I am working on being better at managing my emotions
Asking where they’re at, work on the financial aspect, understanding more about the business to be able to solve problems they didn’t know they had
Belief - I often struggle with whats the point? I am selling people down the river, I have no idea how they’re doing. The main thing is Believing in our team and our product. I find I often flatline during the middle of the month because that’s when the cancellations come in.
My sales come in waves and I think the biggest one is just that.
Beginning of the month - calm
Second week - Cancellations / hatred
Third week - Quality demos to close
Fourth week - Close quality with expiration at EOM (Stress)
How do we solve this?
Start at the beginning of the month and don’t let the cancellations affect me, believe in the product and the process even though its broken. That’s really tough to do,
I sell on TRUST which is the most difficult thing ever because I don’t have examples, I don’t have results, so I understand the prospect. Sometimes it works, sometimes it’s not enough to bring people on the fence in.
Summary of how I can get better:
Build a trust worthy process, BELIEVE in what we sell, (Learn more about digital or running an office)
Strong follow up and get closes before the halfway point of the month
Teach! I find when I share what Im doing It reinforces it more.