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Let's face it, everything pretty much comes down to the actions you take. With that in mind, how many calls did you make today, or will you make today?
How many leads do you need to get? How much business do you need to close? Are you achieving those goals on a daily basis?
The bottom line: Success comes down to doing what you must do when you must do it. Look at your goals, objectives, quota, etc., realize what you have to do every day to make those a reality and then get yourself to do it.
John Chapin - co-author of Sales Encyclopedia www.completeselling.com
Okay, this one seems obvious and is simple and yet, for some crazy reason, very few people do what they say they will do when they say they will do it.
Examples from the past two weeks:
1) Last week a photographer was supposed to call me on Monday to set up a time for a photo session. I called him on Thursday only to hear, "Oh, I'm so sorry, I've been so busy, and you know how we creative people are with organization."
2) My sister was supposed to have a repair person come to her house on Friday and look at a few things. He never showed up and never called. When she called him today, a week later, he said he had been sick.
3) My doctor's office was supposed to call my insurance company with a procedure code to make sure my procedure was covered. When I went there this morning, they had not done called. The real kicker is that I asked if they had called. They would have had me go through the whole deal then, if it wasn't covered, you know who would have ended up with the bill. Me. :I
The bottom line: It's easy to stand out these days, simply do what you say you'll do when you say you'll do it, then, go a small step beyond.
John Chapin co-author of Sales Encyclopedia www.completeselling.com
There is only one time when you hammer someone in sales, and that's when it comes to getting yourself to do what you need to do.
I think it was Zig Ziglar who said, "The easier you are on yourself, the harder life will be on you, and the harder you are on yourself, the easier life will be on you."
You may be tempted to take it easy from time to time, that's okay, after all, you must have balance in your life. The problem is that too many of us take it too easy on ourselves.
The bottom line: Push yourself to do what must be done when it must be done whether you feel like it or not. If you can simply do what must be done every day, you'll be okay, if not, you won't. Push yourself when you must, just make sure what has to be done gets done.
People like to be around positive people and they like to do business with positive people. People don't like to be around negative people and people who "dump" a bunch of junk on them.
There are people you can talk to about your problems, and you should, but it's not customers and "most" people. And even the people you tell your problems to don't want to hear ALL problems ALL the time.
Stay positive by putting lots of good thoughts and ideas into your brain and by staying away from negative news. Also, get around positive people and stay away from negative ones.
The bottom line: Today's idea is simple, be positive as often as possible. If you feel negative, fake it. Be cognizant of how many negatives you're dumping on people and try to minimize them as much as possible while you try to maximize positives.
John Chapin - co-author Sales Encyclopedia www.completeselling.com
Ever have a tough day? I mean a really tough day? A sales rep called me recently because she lost her best customer, her computer crashed and she lost everything on her hard drive, no, she had not been backing up files, and her dog died, all in the same day. Now that's a tough day.
Unfortunately in life we'll occasionally run into days like this. Hopefully we'll also have some really good days to offset these bad ones, but that still doesn't make the tough ones any easier. Just realize that you will have bad days, we all do. These may be days when you question almost everything about what you're doing and why, days when you doubt yourself, or simply days when everything seems to go wrong.
Whatever the case may be, if you can get through the tough days with your head up, determined to push on, you'll find the effect of these negative days will be minimal and you'll be able to handle pretty much anything that comes your way.
The bottom line: Life is a marathon, not a sprint. You'll have ups and downs but as long as you continue to do what must be done when it must be done regardless of what's going on in your life, in the end, you'll make it. Just keep hanging in there.
