Sales Question:


Answer:

Growing up I used to believe there were the “haves” and the “have not’s”. I was born in the latter category.

Most “have not’s” I knew tended to blame their plight on circumstances out of their control. “That person was born into money…”, “She only got that job because of her looks…”, “He cheated his way to the top…”etc.

Ironically, early on in my sales career, I would hear other reps who were NOT in the top 20% make similar statements. “He gets all the good leads…”; “She’s a brownnoser…” etc.

These are DANGEROUS statements and unfortunately, they are very easy to accept as truths. And if you take hold of them as reality, you’re holding your own anchor straight to the bottom of the sea.

But it doesn't have to be that way because we all have two choices… accept things the way they are or refuse to make excuses and only accept solutions.

Why Success Is Possible for All

A very critical factor to ones success comes down to this: Habits.

Successful people tend to do certain activities repeatedly.

Unsuccessful people also tend to do certain activities repeatedly.

The difference is in the choice of habits one decides to do over and over again.

Example:

Successful sales people tend to:

• Always seek to learn new skills
• Get to work early and Role-play
• Listen to motivational audio books on the way to work
• Seek ways to maximize their time at work in order to get more done

Unsuccessful sales people tend to:

• Show up on time (if you’re on-time, you’re late)
• Blame other factors / people for their poor results
• Make excuses and believe them

Successful Sales Habits Are Within Our Control

One definition of “habit” is:


Many unsuccessful salespeople don’t know what habits they should or shouldn’t be acquiring. In essence, they don’t know what they don’t know. And that’s OK if you’re in that situation now but desire to be more successful.

Once you have “awareness” that your current situation (assuming you are unhappy with it) doesn’t have to continue to be your reality, you can seek out others and ask “what your habits” should be in order to reach the level of success you are after.

We control the habits we follow. If the current habits you follow aren’t generating the results you want, change them. If you don’t know what those habits should be changed to, seek out those who have already achieved what it is that you are after and ask them how they did it. Most of them will be happy to tell you.

Change your habits, change your results.

Michael Pedone
CSS: Chief Sales Scientist
SalesBuzz.com (A 2011 Sales Training Company Watch List Award Winner!)
888-264-0562 ext. 1

Last weeks blog discussed why "Awareness" leads the start to transformation in sales. Following awareness, the next important ingredient a sales professional needs to have for sales success is:

Desire

Being aware that you may be standing in your own way of success is one thing. Not caring is a whole other issue. If you’re not making sales quota and don’t have the desire to get better, I’m going to go out on a limb here and say you might not be in the right job or profession.

Take this as a sign that you are too comfortable in your own comfort zone.

It might help to read a book called “Who Moved My Cheese”. I found it extremely helpful at one point in my career. The book focuses on the fear most have of when a change happens and our resistance to make changes when we need to.

If you are aware that something needs to change and you have the desire to make it happen but fear is hindering your progress, you might be able to solve that problem in less than an hour by reading the book (or re-reading it if you've already read it once along time ago)

Next week I'll share the third key to sales success but in the mean time, remember this:

"You are Responsible for Your Own Success".

Sincerely,
 
Michael Pedone
President/CEO
SalesBuzz.com
(888) 264-0562 Ext. 1

PS... Don't forget, our next live online sales skills workshop series starts soon so sign up now!