It's that time of year. You've just been handed a new, higher quota for 2016. Or, you've set your own goal to achieve a personal milestone.
Every January I take a big GULP! I have since I first started selling. All I can think about is that no matter how well (or badly) I did, I have to start all over again.
Right now, a lyric from an old John Denver tune keeps replaying in my head. I’ve been haunted by it since my days at Xerox: “I can’t be contented with yesterday’s glory…”
Have you ever found yourself staring at your computer because you need to get something done – but you’re totally brain dead? Or, you’re trying to come up with a better way to handle a tough sales challenge, but nothing – and I mean nothing —comes to mind?
To me, Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a client gets from using your product or service, it's nearly impossible to get them to change from the status quo.