In life there are numerous 4 letter dirty words. These words also exist within the sales or selling arenas. In fact, as a sales coach within the Chicago area, I have determined that there appear to be 3 – 4 letter dirty words that affect the goal to increase sales?
The first word is plan. Let's be honest. How many individuals have ever taken a course on how to consistently plan, set and achieve their goals? In fact, most people from my surveys of over 5,000 individuals place far more value on the every day written grocery list.
Sales people believe that they have a plan, but again from my experiences that plan, if it exists, is not thought out, not aligned to the business and not executed. Excuses like "Oh, I am too busy" or "I do not have time" are heard all of the time. The tried and true old quote of "Failure to plan is planning to fail" does make a lot of sense.
What would happen if you made an appointment with yourself two times each week. The first appointment would be late Sunday evening or early Monday morning to look at your week's activities; make sure that you are prepared; and check to ensure that you have not forgotten anything.
Then your second appointment would be Friday afternoon where you revisit the schedule of the past week and look to your current sales plan.
Sales Coaching Tip: Where do you stand specific to sales targets or sales goals What new actions do you need to take?
The second word is goal. People I believe are goal setting creatures by nature, but not goal achieving creatures by habit. Again, goal setting and goal achievement are learned skills. To maximize the efficiency and effectiveness of these skills requires a proven goal setting tool.
Sales Coaching Tip: Goal setting is not a skill learned through Osmosis. And if you have time management problems, you probably also have goal achievement issues as well.
The third and final 4 letter dirty word is Doit. Yes, it is really two words, but it does contain four letters. If you say it really fast it sounds like one word. Taking action is what a lot of sales people fail to do. According to the National Sales Executives Association, 48% of sales people never follow-up with a prospect. They do not take action.
Sales Coaching Tip: If these 3 – 4 letter dirty words are keeping you from your goal to increase sales, then take corrective action. Attend a seminar on goal setting, time management or creating a sales action plan. Hire a sales coach to help you stay accountable. You will find that you will increase sales and more importantly have a much better life.
The 3 - 4 Letter Dirty Words That Keep You From Your Goal to Increase Sales - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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