Today I’m going to jump right back in where we left off last time and begin with Habit #3. If for some insane reason you missed Part I last week, you can link to it here and read it before continuing.
Habit #3 – Put First Things First
“The successful person has the habit of doing the things failures don’t like to do.” This habit implements the activities that were mentally created in Habit #2, making this the physical part where construction of your building begins. Here you prioritize, organize, and discipline yourself for the daily heavy lifting that will make your personal mission statement a reality.
What’s your weekly schedule of creative prospecting activities?
Habit #4 – Think Win/Win
This is an overworked phrase but simply means that you implement solutions that are mutually beneficial to both you and your prospects/customers. While you’re at it, add a third “Win”, in order to be sure that your solutions are also beneficial to your company. If your company doesn’t thrive, you and your customer can’t possibly win. As you progress, success will begin to follow cooperation between all three legs of this stool.
What will you do to ensure integrity and relationship-based activities so that you, your prospect, and your company can all achieve what is desired?
Habit #5 – Seek First to Understand, and then to be Understood
Surgery without a diagnosis is malpractice, so communication is key. Become a great questioner and an empathetic listener by processing not only what is said, but also facial expressions and body language. Amateurs sell products and services, but professionals sell solutions to problems that eliminate the prospect’s pain.
What’s your plan to ensure understanding of each prospect you visit?
Habit #6 – Synergize
The whole is greater than the sum of its parts. If you put two pieces of lumber together, it will support much more than the total of the weight supported by each one separately. One plus one equals three or more! Synergy works and is the crowning achievement of all the previous habits. It is teamwork resulting in effectiveness; the development of unity and creativity with other people. You must become open and authentic, attempting to gain new insight by having a willingness to be influenced by others who may have something to offer.
How will you begin to consult more with others who think differently from you?
Habit #7 – Sharpen the Saw
This is the habit that makes all the others possible, and involves renewing the four dimensions of your nature. You must take time regularly to renew yourself, physically through exercise, spiritually by centering on your value system, mentally by reading and enriching your mind, and socially by building principle-centered relationships with worthwhile individuals.
What is your personal plan for renewal in all four areas of your life?
In conclusion, Stephen Covey states that the first three habits can be summarized as, “making and keeping a promise,” while the next three tell people to “involve others in the problem and work out a solution together.” The final habit reminds folks they aren’t bullet proof and need to be refreshed and renewed in all four aspects of their lives.
Take a few minutes and seriously develop answers to these seven business life related questions, and then share your responses with your sales manager or the business owner you report to.
Habit #1-What will you do to be more proactive in your off-season creative selling?
Habit #2-How will a personal mission statement refocus your creative sales activities?
Habit #3-What’s your weekly schedule of creative prospecting activities?
Habit #4-What will you do to ensure integrity and relationship-based activities so that you, your prospect, and your company can all achieve what is desired?
Habit #5-What’s your plan to ensure understanding of each prospect you visit?
Habit #6-How will you begin to consult more with others who think differently from you?
Habit #7-What is your personal plan for renewal in all four areas of your life?
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