Sales Techniques: Are You Responsible?

By: Cheryl A. Clausen


No one but you is responsible for your actions. But are you taking responsibility for what happens to you? You decide the actions you will or won't take. You make your own decisions. And the things that happens to you are a direct result of those actions or inactions and decisions. Placing blame, making excuses, and denying the facts hurts you and keeps you from the sales success you want. Yet, you may find that the people who are supposed to support you just make things more difficult, and they don't do what they say they will. When you know this to be true it just means that you have to take on the responsibility and take action to get it done.

There isn't any point in getting mad and inhibiting your own success. You have to keep doing whatever you need to do to succeed in spite of anyone and everything else. Take charge and create your own way that works around incompetent people and systems.

Have you ever been surprised by a prospects reaction? If you're new or it's the first time you've ever gotten that reaction recognize that you've just had a great learning experience. Now that learning experience may not have been pleasant, but you need to evaluate it so you can prevent it from happening again. Think about what went well and then try to pinpoint when things started to change. As you think about that try to figure out how you can prepare to handle this reaction in a better way the next time.

If this has happened several times before you really need to figure out what you're doing that is causing that reaction. I'm amazed how often sales people have the misguided notion that when something goes wrong that you need to ignore it and doing what you've been doing until you get different results. That isn't going to happen. If something goes badly you need to stop doing that in that way; or you can expect to continue to get results.

Did you do what you did in that way because someone else told you to do it? What they told you to do may work for them and it may work for other people too, but if it doesn't work for you it doesn't matter how many other people it does work for. You have to develop your own way to successfully produce the results you want.

You have to succeed in sales based on your own values, behaviors, and attitudes. If something doesn't feel right to you remember that's just your little inner voice telling you that you shouldn't be doing this. Listen. Not listening just gets you in trouble.

All buts aside the buck starts and stops with you. You are responsible for finding the way that's right for you to succeed in sales. You are responsible for taking the actions you know you need to take. And you are the only person who can really hold you accountable for those actions. Your actions are really all about your motivation. If what you're doing isn't motivating to you perhaps you should find something else to do. If it is motivating for you, once you figure out how to make it work for you it will be almost impossible for you not to take action.

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Author: Cheryl Clausen can help you get where you want to be. Use top Sales Techniques get her free analysis. Use top Sales Coaching look here.