Are You a Lean, Mean Selling Machine?
To stay on track, she recommended asking certain questions from the start. For example: What is the objective? If you're selling a product, how is it going to be used? What is the target demographic?
"You can't pitch the same item to males and females all the time," she said. "Do you have a women's conference that you're trying to sell a very manly tool kit to? Do you have a men's event that you're pitching lip gloss to? Obviously those won't work, so knowing your audience and end game is extremely helpful."
4. Practice routine maintenance
Of course, no process is perfect, and there is always room for improvement. Making tweaks and adjustments to your process on a regular basis can prevent bad habits from forming and allow you to see what does work.
David said that when salespeople don't make procedural maintenance a regular part of their routine, they risk falling behind. "I think that sometimes we try to function in an ideal situation, like 'If I do this every three weeks,' or, 'If I evaluate myself quarterly,' you are just often making deadlines to make deadlines," she warned. "If you're not constantly adapting every day, you're probably going to get into a rut that's more difficult to get out of.
"We form habits, so if you're forming a bad habit and you're set to evaluate three months from now, you're three months into a bad habit that will be harder to get out of," David concluded.