The same happens to us, salespeople, with the habits we’ve adopted that do not help us. For example, being reactive and not taking the necessary time to analyze clients’ challenges. Often, we simply respond to what they ask for, overlooking additional opportunities to grow the business.
In consultative selling, it is crucial to review each of our habits and assess how they help or, conversely, hinder us. At mb&l Consultores, we recommend building your own sales habit-change plan for several key reasons:
1. **Personalization**: Every salesperson is unique, with their own strengths and weaknesses. Recognizing them allows us to design a personalized plan that focuses on their specific needs.
2. **Clear Objectives**: Creating a plan tailored to your needs helps identify clear objectives, set deadlines for achieving them, and define the method by which progress in improving each habit can be measured.
3. **Commitment and Motivation**: Another advantage of building your own plan is that it is yours, not imposed by anyone else. This increases your commitment and motivation to implement and follow through with the plan.
4. **Focus and Optimization**: Carrying out your own plan allows you to focus on the areas that need your attention. Moreover, you develop the ability to plan, analyze, and adjust your habits instantly to optimize your sales skills.
5. **Living Plan**: Having a “living” habit-change plan not only allows you to measure your progress but also to make adjustments as needed.
6. **Long-Term Commitment**: A personalized plan generates a greater long-term commitment to change.
In summary, at mb&l Consultores, we believe that a sales habit-change plan, consciously and personally developed, enhances the effectiveness and productivity of each salesperson. This approach not only provides sustainability over time but also fosters a long-term commitment to continuous improvement.
To learn more about these topics, feel free to contact us. We would be happy to expand on these and other concepts of Consultative Selling. Did you know we were recognized by the prestigious MANAGE HR magazine? You can read the article here.
