What is the ONE thing YOU have to unlearn to sell more in 2019?

The new sales year starts in 16 days.


This is the obvious time to think about making changes to how you sell.


What can you learn to help you sell more next year?


What new skills do you need to acquire? What existing skills can you improve?


All good questions.


Add one equally important question to the mix.


What do you need to unlearn next year to help you grow (learn more, sell more, earn more)?


What are the beliefs, mindsets or processes that are holding you back?


Here are a few:

I’ve got plenty of time.
No, you don’t. Customers don’t want to spend a minute more than they have to to make a purchase decision. Either you help them achieve that or risk becoming irrelevant.

I’m happy with my win rate.
Compared to what? An industry benchmark? Your peers in your company? Are you satisfied with being average? You should always be unhappy with your win rate. I guarantee the top performers in your company are.

Relationships are not as important in sales as they used to be.
Don’t get sucked in by people who say this. That’s a belief for people who are going to be replaced by machines. In the age of AI people who have mastered the ability to connect with another human will more more valued in sales.

I shouldn't have to do my own prospecting.
That would be the utopian ideal for sales. Until then, what are you going to do to generate new business to make sure you hit your number? Are you going to stake your career on someone else doing that for you?



The customers are too busy to talk with me.
Research has shown that they’re not. They’re just waiting for you to say something relevant that has value.

I know all I need to about sales.
I know people who have been in sales for 40+ years and they're still learning something new about sales everyday. And,  they're not slow learners. As soon as you’re satisfied that you know what you’re doing your performance will start to slip. With everything rapidly changing all around you, standing still is the recipe for falling behind.

What is the ONE thing YOU have to unlearn in 2019?

Good selling,

Peter C. Mclees, Sales Coach and Trainer
Smart Development
petercmclees@gmail.com
Mobile: 323-854-1713

We help sales reps and sales organizations accelerate their sales.