Do you spend too much time over-analyzing your sales?
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The Pirate’s Guide to Sales: A Seller’s Guide for Getting from Why to Buy Paperback
The Pirate’s Guide to Sales: A Seller’s Guide for Getting From Why to Buy Kindle Edition
The Pirate’s Guide to Sales
Tyler Menke on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Tyler Menke. Tyler is a lifelong sales guy working in biogenetic and the medical device space. With an MBA, Lean Six Sigma Certification and a new book on sales titled: “The Pirate’s Guide to Sales – A Seller’s Guide from Getting from Why to Buy” He’s a wealth of knowledge on the topic. Here he is:
Tyler Menke: Today I want to talk about something that we almost never talk about in sales and that is the downturn or the down cycles. These are all just part of the natural process that is the proverbial roller coaster of sales. We all experience ups and downs, peaks and valleys, and the ebb and flow and natural state of business. We are such a confident bunch, those of us in sales. Yet at times behind those eyeballs, we all have a snowball self-defeat.
One observation that I’ve made over the years is that oftentimes you will see the same people in the same companies reach the top of the stack ranks year in and year out. And analyzing these people over a period of years. What I have found is that these outliers do something different with this downtime. They either have the confidence or the experience to understand that this is just part of the ebb and flow of business and that they will rebound. They plan for this time and they know what they’re going to do with this time when it happens to them. They use it to strategize for the future or to go deeper on a customer base that maybe they didn’t have the time to do when they were more busy.
So the tip for today is understand that we all experienced these downturns, it’s usually a normal part of the process and not usually something we did ourselves. Don’t spend too much time during these downturns over-analyzing your sales numbers and doing things that will have no outcome in the future. Instead, do something during this time that will improve you and won’t diffuse you.
Scott Ingram: For more about Tyler and a link to his book, “The Pirate’s Guide to Sales,” just click over to DailySales.Tips/373 and if you’re not already on it. Be sure to join the listener list while you’re there. We’ll be offering a giveaway of a couple of Tyler’s books later this week. So keep an eye on your weekly email.
Thanks for listening and be sure to come back tomorrow for another great sales tip!