Increase Sales By Asking: What Do I Have to Do with MY Success
Posted on Fri, Dec 16, 2011
It is always good fortune to have a good or great product in a good or great market. It makes it easier to be successful.
But it can also make it much more difficult to delineate what you are doing that makes you a better salesperson than others in your company or industry.
Ask yourself these questions and take actions if necessary:
1. Are you outperforming others as a % of quota?
2. If you are, is it because you have one great account, and if that account was taken away, you would be in big trouble?
3. Have you outperformed others year after year or just 1 year?
4. How do others see you, as lucky, talented or talented and lucky?
5. Are you still working as hard as you can to maintain this tremendous success you are having?
6. Can you be successful when you lose the incredible advantage you have because of your selling skills?
7. Do you know what makes you so successful? Can you delineate it clearly? Is it you work harder, smarter or both? Do you know your offering so well you can make it do more than anyone else? Do you have more activity? Are you selling to higher levels in your prospect’s organization? Etc, etc. etc.
8. If you were responsible to teach new hires, what would you tell them are the keys to continual success vs. being a one trick pony?
9. Are you doing everything you can to take advantage of the opportunity you have?
10.Are you not taking success for granted?
