by Tony Vidler
One of the most effective ways to improve sales results is to spend 2 minutes on a reflective process after each client meeting – whether it was a good or bad one.
It is the “kerbside review” (hat tip to the USA with the spelling, but this concept did originate in America I believe!)
If we apply some analytical process to the kerbside review concept it becomes an extremely effective way of incrementally improving skills and performance. Applying a structured and objective approach to the self analysis, and with a focus on personal improvement in how effectively you are engaging with prospects and clients, will result in increasing your own awareness of where and how you are effective – or not so much. Therefore you can adjust your approach or technique swiftly in subsequent meetings.
As with most things, if you want good outcomes consistently then you should use a consistent process which focuses upon the primary objective: lifting skills through the application of real world experiences. The 3 R’s process that I recommend for conducting an effective and snappy self assessment that is focussed on helping yourself to improve each engagement are:
In the quick video below we discuss the 3 R’s process that I recommend accompanying the Kerbside Review and explain how to think about using them and conducting useful self assessment.
watch the video to learn more…