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How to Increase Sales Is By Keeping Head on the Challenge, Heart on Prize and Hands in Action
| Guest post by: Leanne Hoagland-Smith |
Article Overview: 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.
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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 to Increase Sales Is By Keeping Head on the Challenge, Heart on Prize and Hands in Action
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.
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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 Assessment Business Building Check List Leadership Audit For Business |
Related Forum Posts
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!!
- Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action).
Success - H3
Robert
Re: Watch What you Read
- I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be;
1. Main Message (or Point)
2. Example
3. Next steps to put it into Action
take away the extra "blabber" and you've got viewers that will come back.
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Favorite Christmas Movie
- Hands down- for me it's the original (black & white) version of "Miricle on 34th Street" and I have seen the colorized version, but still prefer to watch the B & W version.
Coming in second is "A Christmas Story" which is set in the 1940's where the little boy wants nothing more than a BB gun for Christmas.
And last, I would say it's a wonderful Life (with Jimmy Stewart).
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
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