In The Sales Arena

Welcome! As we look toward the end of the year, we will be going through a series of questions over the next few weeks. These questions have been pivotal in our family to help plan for beginning a new year. These questions can be answered personally, professionally, and collectively—in a family or as part of a company. Each question should be addressed in each category. Question #1: What is working RIGHT NOW, and how do I do more of that? This question helps me think about things that are going well, like securing new clients, managing existing clients, selling a specific product, executing the process, value-based selling, or being intentional about growing. You have to know WHY it works. Remember, as we’ve discussed before, there are three kinds of salespeople: UI—the unconscious incompetent UC—the unconscious competent CC—the conscious competent The goal is to be in the third group, to be good at what you do, and know why you are good at what you do. Your homework assignment? Ask yourself the question an