Are you Stuck on Sales Auto-Pilot?

Did you ever leave work, find yourself in your driveway and have no recollection of the trip? Then you know what it's like to operate on auto-pilot. It's easy to fall into this dangerous trap when performing routine activities.

"In sales these auto-pilot moves, responses, behaviors can help you sell more effectively but often they can sabotage your success because they are often unconscious and you are not aware that you are even doing them," says sales trainer and author Tim Connor.

Here are some examples from Connor. Read on to find out if you're operating on auto-pilot:

Let's say your prospect has decided to stall on a sale you thought was in the bag. How do you typically react?

Disappointment
Anger
Frustration
Creatively
Give Up
See it as a learning opportunity
Ask yourself what you could have done better or what you did wrong

"There is any number of reactions," says Connor. "The question is - what is your usual reaction to this circumstance? Whatever it is I'll bet it's the same every time this happens. Another question is - Is your reaction working? If not it may be time for a re-evaluation of what's in your auto-pilot."

How about when your prospect calls and decides to increase their order - what are your reactions?

Glee
Satisfaction
Feelings of success
Self-confidence
Surprise
Apathy
Indifference
Laziness

"Regardless of whether your reactions in either example are positive or negative isn't the issue," explains Connor. "The real question is - are your reactions working for your long-term success? Or, are they keeping you stuck either in failure or mediocrity?"

"Here's what I suggest. The next time anything happens with a customer, prospect, and your boss - whoever - get in the habit of saying to yourself any or all of the following."

• Why?
• Why now?
• What if?
• Why not try...
• I'm going to look for the benefits either long or short-term
• How can I creatively handle this?
• Is this the first time I've experienced this and if not how have I reacted in the past?
• Are my reactions working? Is my reaction moving me toward or away from success?

Give these tips a try and I think you'll find yourself moving from auto-pilot to fully engaged.

Learn more from Tim Connor, CSP World renowned Speaker, Trainer and best selling author of 67 titles, at his website, www.timconnor.com