It has been a while since I’ve written about the sales diet and this is a good time to share a little success in moving the weight scales needle to a lower level. My wife, Sallie, has me on this “blood type diet” and it is working so well that I have lost a solid 15 pounds on the thing. The diet focuses on foods groups based on our specific blood type. In theory certain foods are better and easier for my body to process and I must avoid certain foods because they are harder for my body to process.

Don't worry, this article isn't really on a diet program, however the diet concept got me thinking about how we can impose a healthy profit diet for our sales program.

Filling our plates with the right foods

In outside sales some of us never really want to go on a diet. We want to fill our plates with as much as we can handle and then some. Some of us want to carry the largest plates we can carry so we won't leave anything for anyone else. We really don't care if the next printing and document salesperson that walks in the clients door gets anything except for the crumbs we leave behind. Is this healthy? Some of this business might not be healthy for us and might even be unprofitable and time consuming with low returns for us.

On the other side of the spectrum, some of us carry a small plate to the sales buffet table? It would be like taking a salad plate with us and only asking for printing when a customer has wide format, mailing service needs and is interested in variable print applications. We limit ourselves by not probing for new opportunities and expanding our customer's impression of our services.

One of the things about the blood type diet is the focus on what is healthy for each blood type. For example, I have eliminated most Milk products and my love of peanuts had to fade away. I have grown to enjoy other foods and the results appear to be working.

Modifying our business diet

If we modify our sales diet program we can use the example of what our capabilities are and how we process certain type of orders. It is this ability and our business goals that determine the types orders that should be high on our sales diets.

I can tell you that shifting my diet has made a difference in the way I feel and my energy level is much higher. I no longer go to the buffet table and load up on the carbohydrates and we wouldn’t want you to do the same with unprofitable orders either. We must be selective about the fuel we provide for our business to process.

New foods can be energy lifting

Growing and developing our knowledge and understanding of new technology and new services might be the “new foods” our business needs. Let’s face it, sometimes we get stale in what we consume and maybe some of our customers need a change too. If we aren’t sharing new ideas for document services with our clients someone else might get to them and take our business away.

I had to give up some milk products and learn how to appreciate some new green, yellow and red things on my plate.  Sure, they were different at first but what a difference they have made.

If you are looking for ways to improve your sales, take a look at your regular diet of business, is it really healthy for your sales growth and are you loading up your plate with what you want. If not, ask your clients about our suite of  services, we can all grow healthy with these new business fuels.

Steve Martinez President of Selling Magic 9319 Robinson Lane Corona, CA 92883 (951) 277-0080 www.sellingmagic.com

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