Here it is…show someone else how to do it! Sounds too simple? The old adage goes like this: “Watch one, do one, teach one.”
let’s say you joined the team 60-90 days ago. You’ve gone through the initial learning curve and now you believe in the company, the product, and your ability to make a sale. But, you lack consistency. Too many days pass between sales. If you want to make a quantum leap, find someone new to train. Be willing to take someone with you and let them shadow you for a day.
The first benefit of taking someone out to watch you is that you will stick to the script. We all know what we are supposed to do, but sometimes we don’t do it. That all changes when someone is watching you. Now you have to not only talk the talk, but you have to walk the walk. Not surprisingly, sticking to the script actually works! You end up making more sales because you did what you were supposed to do.
The second benefit is that you will be forced to put a positive spin on the various negative realities of what we do. No one’s home, they aren’t interested, it’s raining, my feet hurt, and so forth. When someone is shadowing you somehow these realities have less of a drag on you physically, mentally, and emotionally. Someone watching you will bring out your strongest positive mental attitude which invariably will lead to more sales.
A third benefit is that you will lose yourself in the process. When you are selling by yourself, too much of your attention is focused on you. When you are training someone, you tend to focus on them. You get caught up in trying to help them move forward in their career. Anytime you find a way to focus on helping others, you will always be doing your best work.
Resist the temptation to feel that you must become an expert before you can train others. Don’t allow yourself to believe that you have to attain some high level of accomplishment before you are qualified to teach others. Teach someone else and you will find your own skills and results in selling will improve.