Sometimes you need to go in for another round

Are you feeling beat up? I look around and watch more and more salespeople getting beat up these days and although they know a quicker, smarter, more strategic route- they still choose to get beat up. How many more rounds will happen before we get the picture?  What can I say, sometimes we have to get beat down one too many times before we get it.

I had a round of coaching yesterday and I watched salespeople get beat up. I listened to them make calls and get shut down, I watched them put their prospects asleep during their presentations and listened to their excuses during their forecast meetings with their managers.

Comfort habits set in and it’s easier to go with what we know- even though it doesn’t always work. We find ourselves stuck in a cycle where our managers beat us up because our numbers aren’t there, our prospects beat us up because they are not buying the way we want them to, we beat ourselves up until we get burned out and start looking for another job.

Sometimes you need to go in for another round before you realize it’s time to stop being so predictable and comfortable with your selling efforts and try changing it up. Press refresh on your sales approach, take your finger off the mute button when listening to your prospects, kill the death by powerpoint presos and align yourself with the powerful and not the powerless.