Why is there so much turn over in our industry? Is it that we're not hiring the right people, maybe we don't have the right training programs in place. Are we putting them in the field too soon, if so that means most are doomed for failure.
I don't have the answers to the high rate of turnover, however, I can give you a few points of why you will fail selling copiers. It's up to you to understand these reasons and make sure you avoid them.
- You work ethic stinks. I've stated this before, our job is not a 9-5 job, if you want a 9-5 job go work at bank. Examples: Dang, I just got a text, better read that now, or got a phone call from my buddy about our weekend event, or I need to check my facebook or social notes as soon as they come in.
- You look for reasons of why you can't prospect. "Oh, I just don't feel like speaking to anyone today", "I had a tough weekend and can't get motivated", "Why should I make the calls, no one wants to speak to me anyway", "I'm not good on the phone, I'm better at going on the road and prospecting" (this last one, should set off an alarm that just maybe that sales person is working two jobs at the same time).
- After 5PM, I'm off work. Thus, I don't have to put in any extra time to learn more about the products, create a couple of extra quotes, research some prospects on linkedin or send a few late night emails, so I can get a head start on the next day.
- I'm not reading any of those sales self help books on my own time. My time is my time. Plus, I think that most of that stuff is so stupid.
So, there are just a few, if I had more time I could probably add another 5 or so.
It took me about two years in this industry before I finally figured out that in order to make the big bucks I needed to teach myself more about sales, and learn more about the products that I sell. I had to do this on my own time, because there was no one to mentor me when I first started. I survived the first two years because I had an excellent work ethic, and that was something that was drummed into me when I was a teenager. By the time I was in my early twenties, I knew how to "work", all I needed was the opportunity.
By, the time I was twenty eight I opened my own copier dealership and had that for 12 years before I sold it. Funny story about selling it, there were three partners, we all got married and thought it would be a great idea to let the wives work with us. BAD, BAD IDEA, and that was that!
Even now, there are days when I just don't feel like going through the grind. Matter of fact, I've had the ups and downs that many of us have faced through out the years.
It's all about what you want, are you willing to be undistinguished in your work, or do you want to excel and keep raising the bar?
-=Good Selling=-
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