How many times in sales are we so focused on just the prize that we forget about the challenge or challenges preventing us from sales success? Knowing what the prize is that being an earned sale, is important. Yet, we must not forget to make sure that all of our actions are aligned both to that prize and challenge.
Recently I heard again the story of David and Goliath. Here was a young shepherd boy facing a 9’4” to 13’ (depending upon the translation of the measurement) giant named Goliath. The prize, winning a war against the Philistines, was always present, but he was prepared for the potential other challenges by having 5 pebbles just in case he needed to fight Goliath’s four other brothers.
Being somewhat old, I attempt to keep life as simple as possible to improve memory retention and recall. All individuals operate through three different perspectives: Head (thoughts); Heart (Emotions) and Hands (Actions or Behaviors).
In sales, sometimes, we forget about one or the other because we are so focused on the prize. For securing that prize, an earned sales, means that our bills are paid, we can take that much-needed vacation or just get the sales manager off our backs.
Yet, do our thoughts sometimes get in our way? How often do we think something like "Boy, the economy sucks, I can never make a sale?" Henry Ford is rightly quoted as: "If you think you can, or you think you cannot, either way you are right."
When we have such thoughts, what happens to our hearts and our hands? Possibly, we stop believing in ourselves and negativity takes over. Our emotional state is now even more negative. Maybe we even stop taking action on all of those leads we have never acted upon. Sales Coaching Tip: Did you know that almost 50% of all sales leads are never followed up? (Source: National Sales Executives Association)
Finally, our actions reflect our heads and our hearts. Lifting the phone feels like 800 pounds because our heads and hearts are not into making those cold calls or follow-up calls. Sales Coaching Tip: Did you know that 80% of all sales are made between the fifth to twelfth contact?
The how to increase sales start with you making sure that your head, heart and hands are all aligned and working together to achieve that sales goal. When such alignment takes place, you will realize incredible sales results and personal sales success.
How to Increase Sales Is By Keeping Head on the Challenge, Heart on Prize and Hands in Action - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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