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Sales Not Up to Par? Look To Your Mindset and Behaviors


Who doesn’t get bothered when sales are down? We’ve all been there at one time or another. The trick lies in what you do about it when it happens.

Do you blame externals? Not a pleasant business climate? Are sales robust all over? If you blame external conditions, you become a victim.

What are some of your excuses? The most common we’ve seen are: not enough time, too busy, don’t have the contacts. Whatever the reasons, it comes down to this: How do you solve it? Your job is to solve sales problems, not to find excuses, brood, or complain about them.

If you find yourself weakening down, you’re probably following the Feel, Act, Think process. Your feelings (Feel) are guiding your behaviors (Act) and your Thinking (Think). Not an excellent method to follow to move yourself to build sales.

To get up and going for more sales, reverse the process to Think, Act, Feel. Carefully consider and plan (Think) what steps you can take to get sales going. Doing so will enable you to develop behaviors (Act) to solve your sales difficulties. And guess what? Your emotions (Feel) about your sales challenges will shift to positive.

In other words, act despite the way you feel. So what if you fail. That doesn’t matter. Defeat is only temporary. The only time you fail is when you give up!

Continually focus on self-improvement; if you’re not improving yourself, you’re letting yourself down. The critical factor in all this is to be tied to your process, not the outcome. Didn’t make a sale? Doesn’t matter. Continue your sales process. Just made a great sale? Doesn’t matter. Continue your sales process.

John Rosso

CEO and Best Selling Author of "Prospect The Sandler Way"