The "New Guy" is killing it. What's up?
I just want to get right down to it with this subject.
The reason that the "New Guy" is killing it, is because he is following the presentation he was taught.
He is taking each and every lead that is placed in front of him, no matter what time of day it is, and working it, "Like a Rib."
(If you are from the South,
you know what that saying means)
Remember when you were, the "New Guy"?
Remember when you were, KRUSHING IT?
The reason that this phenomenon exists is simple,
the "New Guy" doesn't know any better.
He is simply using the tools that are currently at his disposal.
All this newbie knows, is what he has been taught by his manager or trainer.
All the knowledge he has about the company,
is contained within the presentation.
He may have previous knowledge that pertains to the product from past sales organizations, however the new company may have processes that are different than what he did in the past.
So, to get right down to it, this newbie is just paying attention.
I have said this in the past, and I will say it again...
GET BACK TO THE BASICS!!
My old wrestling coach would preach this until he was blue in the face. When I was acting like a hotshot, and not following the basics, I would lose the match.
Conversely, when I would use my training, I was unstoppable.
QUIT OVER ANALYZING!!!
Sales is simple, (I said simple, NOT EASY)
if it were easy, every one would do it.
You can get right back to where you were, if you simply,
GET BACK TO THE BASICS.
Let me ask you something, when was the last time you ACTUALLY PRACTICED YOUR PRESENTATION?
Seriously, when was the last time?
What I typically find out when I do one on one training with salespeople, is that they are SO FAR OFF the presentation they have been given, it literally sounds nothing like the presentation the company trained them on.
No wonder the "New Guy" is killing it,
the presentation is all he or she knows.
(By the way"NEW GUY" also means "NEW GAL" as well)
Do not be too proud
to start practicing your presentation again.
I don't care if you have been with your company for years.
Your sales will climb as will your confidence.
By doing this, you can avoid getting COMMISSION BREATH.
(NOTHING SMELLS WORSE TO A CUSTOMER)
It is your choice.
Sometimes we as human beings, just forget stuff. Also, if you had some success, by taking shortcuts in your presentation, and now you are taking those shortcuts with regularity, I can already tell you that this is the problem you are experiencing.
Don't allow your ego to get in the way of your success.
The MASTER CLOSERS, that I have had the honor of working with, all practice their presentations at least once a day, usually in the morning before the day starts.
They practice the presentation all the way through to the end.
They visualize presenting the customer.
They visualize writing the contract.
Again, if PRACTICE, is good enough for Professional Athletes,
Isn't it good enough for you,
THE PROFESSIONAL SALESPERSON?
I think so..
Da Bear