Just change the situation
In a pharmaceuticalCompany For example, for years Frankfurt am Main was considered strong, Erfurt a weak area. Until someday just the responsibilities of the seller were exchanged. So as an experiment.
What do you think, what happened? Exactly: Within a short time Erfurt Frankfurt has overtaken in the sales figures. So much for "weak areas".
Main thing prejudice?
The absolute classic is the blanket prejudice about sales territories in East Germany. How many times have I heard phrases like, "What you offer in the West, that's not possible with us in the East."
Or: "We know our market. And our customers simply do not want that. "And then there are the salesmen who find the new federal states great. Their reasoning: "Customers in many sectors are extremely open to new ideas. And beyond that there is hardly any competition there. A huge chance for a salesman. It's just about seeing them - and taking them. "
People can change their behavior
By this I mean: All these assumptions, what is possible and what is not, are just assumptions. Not necessarily the reality.
It may even be that you are wrong about it. There are no natural laws with which you get to do it as a salesman, but people. And people can change their behavior. They also.
Checklist: Your beliefs
For this, you must first recognize whether you also wear a thermostat in the head. If so, what is the area? So ask yourself, for example:
- How many new customers have I acquired in the last three years? Does the number increase, stagnate, or even decrease?
- What products do customers buy? Always the same?
- What quantities do customers buy? Always the same?
- What about sales? Does it grow by two to three percent every year? Does he always stay the same? Or are there jumps?
If you notice any stagnation in one of these areas, then you have found your thermostat.
Why doing nothing is harmful
Incidentally, I do not mean doing nothing: spending the day on the sofa. Doing nothing means not doing anything new. Only what you have always done. That is only seemingly without risk. A ship, which always lies in the harbor, rots; obsolete his technology because no one sees a reason to bring it up to date.
After a while it is exploited and scrapped. And so it is with your career: sellers who stop, are overtaken by other sellers. Then, before you know it, a competitor takes more and more market share from you. Your sales collapse. And you are away from the window. Faster than you can look around.
what is your goal?
Sellers feel the safest with their inventory customers. They know what they are, and they know exactly what tactics they need to do in order not to fail. But sellers are not there to move around in the stock. But to make sales. If you always do the same as before, you will always achieve the same sales as before.
So you have only one choice: Be aware of what your job actually consists of! Sales is your goal. To do that, consistently question what you're doing. Check that what's in your schedule really helps to reach your goal.
2 tips on how to achieve your goals
In order to really make sales, you have to go other ways of thinking than before. 2 tips:
- Find out how big the market potential really is. If you know that, you probably recognize that you have thought far too small.
- Set yourself a really high goal! And then you follow it. Consequent. Until you have reached it. Then sit down the next.
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