THE FLAT SPARE TIRE… every car comes equipped with a spare tire. The concept of the spare tire is that in the event one of your regular tires loses air, you always have a backup to ensure you will get to your destination safely. We take the spare tire for granted most of the time. In times of crisis though, it becomes highly useful. When we need it… we really need it. The worst that could happen would be if your spare tire was flat and you were stuck on the side of the road! The same thing can happen in your Sales Business. You can be rolling along very nicely until one day you get a flat tire… that’s when you really need your spare tire to help you out. You need to be sure that your spare tire is not flat.
Here is your ACTION STEP… there are lots of times you will need your spare tire as a backup. In truth, Salespeople need to make sure every day that their spare tire is never flat. Here are some examples:
Spare Tire #1. Do you have a strong support staff ready to step in when you need them? Are they properly trained to do the job you need?
Spare Tire #2. Are your suppliers/service providers ready to pitch in when you need them? Do they have a sense of urgency to help out on demand?
Spare Tire #3. Do you look after yourself physically? Can you draw on extra energy in times of stress and pressure (or will you go flat)?
Spare Tire #4. Do you look after yourself mentally? Can you draw on extra mental toughness in times of stress and pressure (or will you go flat)?
Spare Tire #5. Sales Skills…are you ready to handle the most common objections when you least expect them? Are you able to Close naturally when the opportunity presents itself?
Spare Tire #6. Do you have a line of credit available to you when you need it? Are you in a position to travel down “a bumpy road” when your cash flow dwindles?
The key to all of this is to make sure that you are checking the air pressure in your spare tire frequently. Your spare tire will often lose air and go flat over time. It’s up to you to keep replenishing that air and make sure that your spare tire never goes flat. Remember the whole concept here… sometime in the near future you are going to have to “open the trunk and take out your spare tire”. You will need it to help you get to where you are going. Make sure it’s ready to do its job. That way your Sales Performance will always get you to your next destination. Be prepared. NO Excuses.