SELLING TIP An Eye for Success
Salespeople who want to win have to take the initiative. To track down great prospects, get sales, and capitalize on opportunities, give your attitude a jump start and take action with these tips. 1. Set goals. Purpose gives meaning to life, so figure out where you want your sales career to go and make definite plans to move in the right direction. Establish goal deadlines for a sense of urgency and to maintain your forward momentum. Take Stephen Covey’s advice: “Begin with the end in mind.”
2. Give yourself a pep talk. As Earl Nightingale once said, “We become what we think about most of the time.” Develop a vision of the hugely successful person you want to be and review it often. Always accentuate the positive in yourself and others. 3. Network with winners. The attitudes and habits of those with whom you associate are bound to rub off on you, so choose your friends wisely. Choose a positive trait from each of your friends and try to enhance that trait in yourself. 4. Compete with yourself. Instead of constantly compar- ing yourself to others, work to improve on your own past per- formance. Your effort to continu- ously achieve more than you have before will help you stay competi- tive with others, as well. 5. Learn every day. Every day holds new lessons for those willing to learn. Expect to make mistakes, but be sure to analyze them to find out where you went wrong and how to avoid repeat- ing them.
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to put in extra hours so you could outsell another salesperson on your team, you can use that knowledge to create a compelling reason to follow through now. While creating compelling reasons helps you use the wrong reasons to do the right thing, “leading the horse to water” lowers your resistance to following through by reducing the amount of effort involved. To lead the horse to water, simply tell yourself that you don’t have to complete the task – you have only to get started on it.
EASY DOES IT
“The idea with this one is that every intention has an easy part and a hard part,” he says. “Normally we think of the hard part. Leading the horse to water says that all you have to do is the easy part; then you can stop. This gets Thor out of the way, and, in fact, doing the easy part often helps you build up enough momentum to do the hard part, as well. “You can use this for cleaning up
your office, for example. Tell yourself, ‘I have to spend five minutes clean- ing up my office, and, if I want to stop then, I can.’ Thor won’t object to a five-minute job, because that’s easy – but, very often, that five minutes will
turn into 20 or 30, and, by the time you really want to stop, you’ve made a big dent in the job or finished it completely.” Their third strategy gets you “to strike while the iron is hot,” so you can take full advantage of the fleeting moments when you feel inspired to move mountains. An uplifting speech or an inspiring passage from a book can put you in a motivated mood, but they point out that moods inevitably swing, and you have to take action when you do feel like it to help you follow through when you don’t. “When you’re inspired to set some- thing in place, take action immediately so that, when the inspiration fades, you still follow through. Strike while the iron is hot instead of thinking your super-motivated mood will last, be- cause it won’t. Thor is a three-year-old, and three-year-olds are jumping from one thing to another all day long.” When the spirit is willing but the two-part mind rebels, alternatives to willpower can overcome even the most stubborn inner child. Since sales success depends on consistent follow- through, taming Thor and getting him to work with – instead of against – The Wise One puts any salesperson in top scoring position.
HOW THE BEST CAN GET BETTER
22 | APRIL 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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