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Fred Mady shares pitfalls of seasoned reps. How do you keep improving and ensure that you are not falling into the trap of time and becoming complacent. Here are some ways to get out of the rut or keep climbing the mountain when you have made it to the top:
- Get rid of your narrow vision - Blow open the closed doors that you closed. Thinking something is out of play is a huge downfall. When you were starting, you didn't care and spoke to everyone because you have narrowed your vision. This is not being niche, but this is believing your own false stories.
- Know thy self - Can you take your persona and move it along to find the right opportunities? You need to trust your system you have created but don't close doors that could be open.
Find 40 leads in 20 minutes:
- Create a map board with all customers on the first column. Then on the top row, highlight your products. Put a check if you have that business with a simple "use or not use" question. The blanks highlight opportunities.
- Put a number on these blank areas and come up with how much you can increase your business this year.
Top 25
- Build 5 steps to gain the business on those top 25 accounts.
- Then focus on the number to build your annual performance.
Keep being the top rep time and time again! There are ways to get the explosive growth you once had.
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