Salespeople search far and wide for every possible advantage. They want to succeed. They desire to earn more money. Yet, there is a tool that many of them ignore. Yes, ignore.

They know this tool exists, but they fear it. This tool could cause pain. It could cause angst. This tool challenges salespeople in ways they never have been challenged before. It will take them to task!

This tool is called reflection. Reflection means taking a step back to go forward by challenging yourself with one question…

Will the sales approach that made me successful today, also make me successful tomorrow?

Salespeople, who are honest with themselves, respond, "No!”

How could the same sales approach work for an eternity? Prospect needs, the competition, the products; they all change! Salespeople who don’t adapt their selling style are left scratching their heads wondering … what changed?

"What made you UNIQUE yesterday, makes you a COMMODITY today, and EXTINCT tomorrow, unless you ADAPT to change.™” – LBS

See you next time on the Sales Management Minute.