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How the Choices You Make Will Determine Your Sales Results
| Guest post by: Leanne Hoagland-Smith |
Article Overview: Norman Vincent Peale once wrote: Change Your Thoughts, Change Your World. Your choices come from those thoughts. In sales, have you ever consider the impact of those choices as to your sales results?
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Free Download - How to Craft an Engaging Message That Highlights What You Do to Increase Sales By Leanne Hoagland-Smith |
How the Choices You Make Will Determine Your Sales Results
Did you ever think about the incredible impact each choice that you make has on your ability to increase sales? Imagine for just a few moments the following experience that happens daily to many small business owners, sales professionals or even C-Level executives.
You receive a call from a sales person. You have a choice to:
* Accept the call and be interested
* Accept the call and be dis-interested
* Accept the call and be polite
* Accept the call and be impolite
* Decline the call altogether
Each of these choices can affect your goal to increase sales.
Every day sales professionals make these choices and many more such as:
* To return calls
* To secure appointments
* To attend meetings
* To actively network
* To increase professional knowledge
* To review sales number
* To reflect upon the day’s events
The question is: Are they the right choices if you goal is to increase sales?
A choice is really a decision in action or simply a behavior. When a choice is made, another choice is also made. By taking action through the one choice you are also taking action against at least one to many other choices.
For example, many have written about choosing an attitude. An individual has the choice to choose a positive attitude or a negative one. In sales choosing a positive attitude is a critical action, but a positive sales attitude is not enough to increase sales.
Great sales professionals make choices based upon their sales plans, their sales goals and their existing sales results. They demonstrate these choices through their actual behaviors (think sales skills) that are observed by others. If you want to increase sales, then watch those who are having real sales success and listen to what others say about these same sales professionals.
Use this activity to better guide the results from the choices you make. Take a piece of paper and separate it into 3 columns. Label the first column, Choice. Write down the choice such as To return phone calls. Then label the second column, Behaviors. Write down the behaviors specific to that choice. Continuing the example of returning hone calls, the behaviors would be to physically dial the number and speak with the person. Finally, in the third column label it Results. Write down the results from those behaviors. Again using the same example, the result might have been secured an appointment.
By tracking your actual behaviors, you can avoid confusing motion with progress and activity with results as my friend Doug Brown as remarked. Also, you can begin to really see the direct relationship between your choices and your actions.
Sales Coaching Tip: The choices you make today, as a sales professional, will determine your sales success tomorrow. If you are confused by some of those choices, you may need to consider a sales skill assessment that looks at the attributes associated with your decision making style.
Results and the Sum of all Choices
Choices, Choices, Choices...
Are You Choosing to Succeed or Fail?
The Road to Balance
When Making the Right Choice Goes Wrong
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About the Author: Leanne Hoagland-Smith RSS for Leanne's articles - Visit Leanne's website Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results. Click here to visit Leanne's website   Leadership Audit For Business Leadership Assessment Business Building Check List |
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