Top sales pros find ways to make consistent improvements along the way, but overhauling your entire action plan can be dangerous.
Everyone slips into a slump once in a while. During slumps, reps second guess themselves and consider making wholesale changes because they think, “What we're doing isn’t working anymore.” When that happens, you have to check yourself; make sure you haven’t run into a “sales sniper.” Let me explain...
You're "Too Pushy"
You have multiple prospects that say, “You are the best sales person we have ever worked with!” They thank you for being sincere and tell you that the main reason you got the deal was because of your persistence.
Then suddenly, out of nowhere, you get blind-sided by a sniper who doesn't like you. This “one” prospect tells you that you are too pushy and that your techniques are bad. They are not interested in what you have to offer, and they request to be taken off your list.
You begin to question your persistence. “Am I too pushy?” you ask, and then you start to back off. Deals start falling through the cracks and going to your competitors who seem to have all the momentum.
In this instance, it's not your persistence that needs tweaking, it's your value proposition.
You Call on Monday
Here is another example. You have always separated yourself by being the type of sales professional who has no problem making calls on Monday. In fact, you have a history of scheduling tons of appointments and closing lots of deals on Mondays.
As with the previous example, you run into a sniper. You call a prospect on Monday who jumps all over you about NEVER EVER calling them on Monday! You start second guessing yourself for all the wrong reasons and then your Monday call volume begins to slowly drop off. You begin to find “administrative” things to do on Monday.
Success Principle: Never let a sales sniper bring you down. You know what works; go do it!