"I shoulda said...," "I shoulda asked...," "I shoulda...," "I shoulda...," "I shoulda..."
You make a mental note of the shouldas... and then what? Nothing!
With everything else that goes on during the day, your shouldas become a distant memory - lessons that could have been learned, but were lost instead.
Invest 89 cents on a spiral notebook and keep it on the seat of the car. Draw a line down the center of each page. Label the left side: The Prospect Said/Asked/Did. Label the right side: I Should Have Said/Asked/Done. The next time you have an impromptu debrief in the car, record the prospect's action along with your shouldas. Don't record what you did; record what you should have done. (The purpose of the journal is to reinforce good behavior, not remind you of poor behavior.)
If you're not sure what a more appropriate behavior would be, consult with your sales manager or a fellow salesperson at a later time. You won't have to rely on your memory for an accurate description of the event; it will be recorded in your notebook.
So, the next time you think, "I shoulda...," write it down. An 89 cent investment and a few minutes of your time will return big dividends in the form of improved performance and increased sales.
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