All salespeople know how to sell. Sometimes, though, they sell themselves on ideas that just aren’t sound. It’s time to stop kidding yourself about your selling.
Sales Truth #1: Know who is and who is not a true prospect.
Start by being honest with yourself about who is and who is not a true prospect for you. Unless you are going to change something about your product, your process, your delivery, or you, you can expect the same results you’ve gotten in the past.
Editor’s note: In this new column for Inc.com, Alison Green will be answering questions about workplace and management issues–everything from how to deal with a micromanaging boss to how to talk to someone on your team about body odor. Here’s our inaugural letter, from a reader asking about managing a team that never seems to stop complaining:
I was hired to manage a team of fairly experienced salespeople. I originally was a manager of a different line and left for a better opportunity, and returned for a promotion as sales coordinator. I had known the team already and had a respect built with them.
Dispatches From The Front 