As you read today’s post, some of you are relatively new to sales and others have years of selling experience. Regardless of longevity, as a residential or commercial salesperson it’s important to realize:
- Your company hired you primarily to be a creative salesperson who occasionally get leads, although you no doubt wish it were the other way around.
- Prospecting and setting appointments are the key activities leading to your business success.
- You need to understand and accept the fact that, in order for your take home pay to take you home you must ratchet-up your self-generated lead activity level.
So why isn’t every salesperson reading this post thriving with a $75,000-$100,000 annual income?
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It’s time for a gut check, meaning every salesperson needs to look squarely into the mirror and admit that their results are solely dependent on the person who is looking back at them. Yes, your company provides many resources to help you succeed, but you still must pull your own little red wagon and continually seek out enough folks to have productive selling conversations with each day.
You’ve heard me say more than once that “the facts don’t count,” because simply knowing what to do has never guaranteed sales success. Unless this is your first month on your job, you’ve got enough head knowledge, but now it’s time to take a breath, step back and apply some principles of personal vision to your individual activity game plan, in order to produce lots of sales.
To that end I’m going to use Stephen Covey’s, Seven Habits of Highly Successful People as a template, or blueprint for salespeople to use. Although Covey wrote the first edition of this book nearly 30 years ago, it contains a timeless set of inspirational standards that are applicable to any field of endeavor.
Habit #1 – Be Proactive
Many salespeople believe they inherit their personal tendencies and character, while others say they are molded by their upbringing and childhood experiences. Still others think environmental factors are responsible for their actions. Certainly all three contain some measure of truth; but it’s also important to realize that everybody is born with free will. All humans are endowed by God with imagination, to be creative beyond what is seen, with a conscience, to know right from wrong while exercising their imagination, and possess an independent will, providing the power to make their own decisions.
Knowing this, you must get serious about taking personal responsibility, which is what being proactive is all about. Proactive people are driven by carefully selected and internalized values to get ahead of the game, while reactive people are driven by feelings, conditions, circumstances, and their environment, which puts them behind every pitch that life throws. Which one are you?
What will you do to be more proactive in your off-season creative selling?
Habit #2 – Begin with the End in Mind
This habit is based on imagination; the ability to envision in your mind what you cannot at present see with your eyes. It is based on the principle that everything is created twice. First there is the mental creation, followed by the physical. The best way to explain this is realizing that a physical building is erected only after the blueprints are drawn. If you don’t make a conscious effort to visualize who you are and what you want from your sales career, you are empowering other people as well as circumstances to shape and control your career by default. What we are discussing here is the mental part, or the blueprints mentioned above, and this must be followed by the relevant activities that will bring about sales success. Center your sales career on correct principles, then translate them into the proper activities. The best way to do that is to start with a personal mission statement. If you’ve never created one, you might want to use the following template to plug yours into:
“To… (What you want to achieve, do or become)…so that… (Reasons why it is important). I will do this by… (Specific behaviors or actions you can use to get there). I value… (Choose several values) …because… (Reasons why these values are important). As a result I will… (What you can do to live by these values).”
How will a personal mission statement refocus your creative sales activities?
Please be sure to catch Part II next Monday as we address the other five Habits and relate them to your sales efforts in order to succeed more in generating and selling your own leads.
©2016 Robinson Training Solutions, LLC