Have you ever done this?
You're driving down the road with thirty minutes of "downtime." So you flip through your cell phone contacts-using a hands-free device, of course-looking for someone you should call. Inevitably you find a name of an old client or prospect you haven't talked to for a while. So you dial and have a great conversation. Sometimes it even leads to a meeting and a sale.
This is what I call Accidental Selling. If you're not making as much money as you deserve, there's a good chance you're sick with it. Accidental Selling defined is living every day without short term and long term plans and reacting to events instead of dictating them.
Do you ever make follow-up calls based on running across a name? Or moments of inspiration? What if you had called that prospect several months ago? Maybe you could have moved the sale forward, instead of waiting.
This is bad business. You can't expect to remember every contact's situation. Unless you only have a one page name list! Then you've got other issues...
You certainly won't remember what you discussed last week and what you should do next! Life is too full. There are too many things stealing your attention. Your head is packed full of hundreds of things to remember. They say that alcohol kills brain cells. One glass of wine and then, BAM! There goes next week's follow-up meeting.
Accidental selling is a disease. It's a sickness of the mind and of habits. It ruins sales careers and destroys dreams. It is the major cause of failed businesses. Everyone has experienced the symptoms at some time. It's part of life. And you can't be blamed for it. You can be blamed for not changing.
The truth will set you free
When you hear the truth and don't respond. When you identify weakness in yourself and refuse to change. When you are shown a way to grow and blow it off. This is where excuses are born. This is where failure thrives.
The Paradox of Accidental Selling
When you begin to overcome Accidental Selling, your results change. Your business grows. You are more satisfied. You work less and earn more. And a funny thing happens. Sales begin to close without much effort. Clients appear from nowhere. Your results, not your habits become almost "accidental". You'll start to wonder where all the business comes from!
About the Author:
Robert Schneider is the author of The Accidental Salesperson.
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