Most people want the same things out of life—health, happiness, fulfillment, to make a meaningful contribution, security, loving relationships, success and money (and the nice things you can buy with it).
Most salespeople want the same things from their selling endeavors—more prospects to call, more quality appointments, a shorter selling cycle, less arm wrestling with prospects over price objections, bigger commission checks, fewer turndowns, not having to deal with prospects who can’t make up their minds, and more referrals from customers, especially from those for whom they’ve gone out of their way many times. (Did I leave anything out?)
So, if they want these things, why don’t they have them? It’s certainly not lack of desire.
Is it poor work ethic? Is it lack of skill? Bad luck, perhaps? Are evil forces in the universe conspiring against them? What is preventing them from having the things they want?
Your success in sales (and, one could argue, your success in life) is nothing more than that to which you are committed. I’m not talking about your goals, your dreams, or your vision of the future. I’m talking about the actions you take to breathe life into your goals, dreams, and visions.
If you are committed to strategies, behaviors, and ways of thinking that aren’t allowing you to have the things you want, you need to make new commitments—take new actions, think differently. Do you truly want from your selling activities the things listed above? If so, ask yourself “Am I committed to …”
· Engaging in more proactive strategies for identifying prospects?
· Learning more about my target customer so I can position my product in a more compelling manner?
· Learning more about my competitors so I can find meaningful ways to differentiate my product and my company from theirs?
· Asking tougher questions in order to more thoroughly qualify (or disqualify) prospects earlier in the selling cycle?
· Asking my prospects to make commitments and then hold them accountable?
If you’re not happy with what you have, or you just want more, examine your commitments. You’ll find the answers to getting everything you want.
