Getting Back to (Sales) Basics

From Downtown St. Louis:

I finished my day at Baby Lock Tech with a class on selling.  Frankly I thought it would be a waste of time.  What could I possibly learn about selling that I didn’t already know.  I’ve been doing it since a teenager.  I was only partly right.

The speaker didn’t say a single thing that I didn’t know already.  But you know what?  He reminded me of things that I haven’t thought about in years.  Which made me stop and think.  No matter how much we know, no matter how good we think we are, we need to be constantly refreshing ourselves.  We need to be continually renewing our skills.  Even when we think we know all, we’ve forgotten a lot.

When I was actively selling I owned dozens of sales tapes (That’s what we used to use, cassette tapes.  In fact, I think I even had some sales 8 tracks.)  I listened to them all the time.  If I had a two hour drive to a sales call, I’d spend the time listening to the experts.  Even when I listened to the same program several times, which I often did, I’d always pick up something that I’d either missed before or forgotten.

It’s even easier today.  Selling material comes on CDs that you can upload to your mp3 player.  Where I used to have a trunk full of tapes, you can carry hours of material in your shirt pocket.  Tom Hopkins,  Brian Tracy, Zig Ziglar and all the other experts in the field have materials you can buy.  In some cases the stuff is even free.

There are dozens of podcasts that you can download for free from iTunes and other podcast networks like blubrry.  Of course there are hundreds of other free downloads on every business subject you can think of and some you probably can’t.

If you’re listening to music or sports or talk radio while you’re driving to and from work, you’re wasting some valuable learning time.  If you have a fifteen minute drive each way, that’s thirty minutes each day, two and a half hours in a five day week when you could be expanding your skill set and improving your business.  It’s a good habit to get into.

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