Have you ever eaten something so often that you got sick of it? Or maybe you find something you like, and you end up eating it so often that those around you get tired of it?
The same thing can happen in sales!
In Sandler, we help our clients learn how to create and maintain a prospecting cookbook. It's a way to track proactive behaviors that you know bring you success.
But all too often, people are resistant to change!
I've heard variations of the following:
"Oh, speaking engagements would never work for me."
"Cold calls might have worked 20 years ago, but I've moved past that now."
"I just can't use LinkedIn. I can't get leads that way!"
Really?
Have you actually put in any effort to see if it would work? You can't say it won't work if you haven't tried it consistently over a period of time first!
Eventually, it all circles back around to something we call the belief wheel. Your beliefs drive your judgments, which leads to either action or inaction. That gives you results, which then reinforce your beliefs.
If you don't do something different, then you'll just be reinforcing the beliefs you've always had!
Things change. Mindsets shift. Technology evolves. If you don't keep up with the changes, then you're not growing. And if you're not growing, you're shrinking!
Add different activities to your prospecting cookbook and really give them a chance. Don't just do it once or twice then give up.
After all, when you try something new, how likely are you to knock it out of the park on your first attempt. Not very likely!
Remember, just because it works for one person (or doesn't work for one person) doesn't mean the same thing will be true for you. Don't assume anything. Or if you do make an assumption, just be sure you don't act on it. That could be an expensive mistake.
