Discipline…..vitality … .guts - not sure if I like those words. The Action Triangle is made up of those three words and yes, “winners act regardless of how they feel.” The “At–Leasters” of life act when they feel like it; consequently they perform inconsistently and are often the first to be let go. Are you consistently reaching or exceeding your sales revenue goals? If so, then these three words are part of your character and you’re performing as the winner you see yourself to be. If not, you are still a winner and we may need to change some of our habits. Remember the book, Power of Habit, by Charles Duhigg?
The rest of this is for my “winners” who would like to see more consistency in their selling efforts and better yet- results! Let’s break each word down and see how the best sales performers act on discipline, vitality and guts.
Discipline: (take a look at the root word on your own) in terms of selling means am I holding myself (not your manager) accountable to the “one activity” that drives my best results? For example, mine is seeing two new company presidents a week. When I do this sales soar, and when I don’t they suffer. Isn’t it interesting that success can be our biggest obstacle to future success. Pay time, no pay time comes into the equation. Am I so busy servicing existing clients that I fall behind on that one key activity? Find it, track it and hold yourself accountable to it every week.
Vitality: simply put, your energy level; especially when times are hard and you need to push on. When people are telling you “no”, when people reject you or won’t take your call, you come in second place and so on. We all know “fatigue makes cowards of us all” – Vince Lombardi. On the personal side; do you exercise daily, watch what you eat and drink, get plenty of sleep, monitor your self- talk; you know, take good care of your “I” side? If you do, your vitality will become higher, better, stronger, and if not the vitality will suffer. Consequence= fatigue, and you already know what that brings.
Guts: the essence of the truly great salesperson and some of David Sandler’s best work. No Guts, No Gain is the personal self- assertiveness program that differentiates Sandler Training from the rest of our competitors. Maybe I only need 5 minutes of guts a week. Here is your exercise: What are the three toughest questions I need to ask my prospect to gain their commitment? That’s selling! Anyone can speak of features and benefits, present solutions , but few really ask the questions such as, “ why would you want to change vendors”, “why would you want to buy this”, “our price is higher, why would you spend more?” That takes guts doesn’t it? 2
Well, what do you need to do here? What commitments will you make? What will be your top three questions to determine commitment from a prospect to buy your offering? “Winners act regardless of how they feel.” Now, go and increase your Action Triangle!
Good selling,
Jim Dunn
Sandler Trainer
Jim Dunn
Jim Dunn has been a regional franchise owner of Sandler Training since 1992. Dunn Enterprises' Mission is to help people and companies realize their full potential and to train and coach business professionals who believe in growth achieved through on-going reinforcement.
