Some salespeople like to change things up all the time and often refer to it as "keeping it fresh." They get tired of repeating the same old things and often change how they present their products.
Sometimes this works, and at other times it doesn't, so they change again and again. While all this change is going on their sales are usually dropping.
The reason is this: They are changing for the sake of change, and not to improve their presentation.
Once you find what works, you need to lock in, and repeat it over and over and over again. Winners in the sales game aren't afraid to repeat what works. They find ways to keep things fresh too, but not during the game.
A sales manager, and one of the few good managers I ever met told me this story once when I asked him whether he did the same old thing every time out.
"Thompson hit the ripe old age of seventy, and decided to change his lifestyle completely so he could live longer. He went on a strict diet, he jogged, he swam, and he took sunbaths.
In just three months time Thompson lost thirt pounds, reduced his waist by six inches, and expanded his chest by five inches. Svelte and tan, he decided to top it all off with a sporty new haircut. Afterward, stepping out of the barbershop, he was hit by a bus.
As he lay dying, he cried out, "God, how could you do this to me?"
A voice from the heavens responded, "To tell you the truth Thompson, I didn't recognize you."
When you get in a groove, stay there. It may not be flashy, or least bit exciting, but it will make you a winner.
You can then go to Spain, and run with the bulls.
Jim Whelan is The chairman of Board and owner of The James R Whelan Agency - The
Most Powerful Name in Advertising. Please sign up for his daily free
newsletter at thejamesrwhelanagency.com
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