Moving sales reps hold responsibility for starting the customer on a path that serves the
customer’s best interest. Not only that, they are responsible for ensuring that all costs for
services are provided, agreed upon, and actually cover costs while generating revenue for the
company. If you just can’t seem to make a sale or are having a hard time performing on a
consistent basis, it may be time to evaluate some life decisions and fundamental philosophy.
Starting the Process of Improvement
It starts with you. While some paint the picture of a typical sales rep as the hot shot driving a
nice car and partying everyday, that’s not reality. Living a healthy lifestyle is a key component in
being a high performer and top earner. Without a healthy diet, exercise, learning time, and
routine, you will have no chance of getting into the mindset needed to handle the intense
psychology behind sales. Making sure to budget your life correctly is crucial for a successful
sales career. If you are obsessing over financial struggle, it will be apparent in your tone,
mannerism, and general flow of the conversation. You will unconsciously push opportunities
away from yourself and then blame the leads. Budget a good life for yourself, have some
discipline, and hunker down. Whatever you do from there will be full of personal nuance but
hopefully your focus will be careful expansion of your improved lifestyle. Don’t ever undermine
fundamentals for growth, that is not growth. You’re not the wolf of wall street but that’s a good
thing there’s a better version of that life waiting for you with access to opportunities and
controlled growth. Meditation practices, stoicism, motivational art in your work space, and
creating routines are great ways to advance after you’ve set a basic structure in your life.
Push Harder When Taking Inventories!
Push your customers a bit harder than everyone else on inventory and service discussions. At
the end of the day. The reason customers hire moving services is because they need someone
they can trust who cares enough to handle everything involved with moving their goods
accurately. The operative word here is “care”. Asking them a few extra times to walk around and
ensure that every single item they intend to move has been itemized and photographed will not
only demonstrate the fact that you do care the most about the success of their move, but they
will feel it and like you more for it. Most reps will be pushing for a close like a wanna-be Jordan
Belfort. Juxtaposed to your superficially motivated opposition, you will naturally garner more
business and higher quality customers. Most importantly, your estimates will be more accurate
and you will feel more confident in your sale. This is the best way to practice and ethically raise
your sales numbers over a short period of time.
Call Volume and Follow Up Practices
In any enterprise or direct to consumer sale, it’s commonly understood that unless you dialed a
minimum of 100 phone numbers, you did not work. When worded correctly, truth is never cliché,
which holds true for the age old mantra: “sales is a numbers game”. The essential truth in this
must not be overlooked. Imagine you are at a carnival and you want to win a stuffed animal by
playing a game where you throw darts to pop balloons. If you throw one dart and then give up,
you will not win the stuffed animal. If you throw 100 darts, chances are, you’ll win at least one
stuffed animal. It literally is that simple. While increasing your rate of conversion and increasing
your sales is a more nuanced process, the foundation is simply non-negotiable. One thing to
remember and to bring to mind when it’s time to evaluate hard times is how much intention you
put behind each dart. If you are mindlessly lobbing darts, then obviously you might as well have
never thrown the darts; you might get lucky but there’s nothing determined or constant in your
approach. The dart lobbers are the ones who make themselves believe they have worked hard
but can’t put a confident finger on what it is that’s setting them back. The first step in achieving
some consistency in sales is throwing as many darts as possible with specific intention behind
each dart, only then can you figure the baseline of what works for your sale. Only then, can you
begin to identify the subtle nuances that will increase your sales in a controlled manner.