Sell, Sell, Sell, Sell

What is a business without sales? If you want to survive and thrive you must have customers that purchase goods and services. This is true for all organizations even non-profit. An abundance of customers justifies an organization’s reason to exist. Of course you need to keep and serve your customers so they keep coming back. But the task of acquiring customers is the domain of the sales and marketing professionals.

Sales people can be the hardest to manage and motivate as they tend to be high energy and independent types. If you are still reading this you are probably responsible for sales or you are a sales person yourself.

I recently wrote about changing gears and setting a new highly important goal or target to achieve over the next 6 months. Let’s use a sales goal or target to drive that process further. You can apply your own goal or target to this approach.

1. Clarify the target. Example: Sell for $253,000 from August 1st to Jan 31st 2. Identify and list what needs to happen to hit the target. Example: Customer List - Review current customer list for opportunities, Contact customers from list over the next 30 days.

3. Identify what can hold you back or impede your progress. Example: Personal motivation; work habits and personal organization; getting to the decision-maker.

4. Develop solutions. Example: Block time in my calendar to take action, and hold it sacred; use my network of contacts to get the decision-maker to meet with me.

Now it is time to take action and this is where focus and hard disciplined work comes in. The working smarter part is done and needs to be monitored to see if you are on track. But action is now what it takes to ring up the new sales and profits. Self-confidence and personal belief also play a huge role because when we set new higher goals we may trigger self-limiting beliefs. A few weeks ago I was cycling with a group and John who races was leading the pack and decided to pick up the speed to 47km an hour. When I looked down at the speedometer and saw my speed a little voice inside said “you can’t do that” and suddenly I was dropped from the group. When we completed the ride we talked about what had happened and when I shared my experience John told me that when he races and feels that his body and mind are screaming to stop, he tells himself, “if they can do it, I can do it”. This is what I mean by self-limiting beliefs and how we need to listen to our self-talk and displace anything that can hold us back with positive affirmations and images of success. This is what highly successful people have trained themselves to do and why training and development is so highly important for ensuring success.

Stephen Goldberg

Sell, Sell, Sell, Sell - To learn more about this author, visit Stephen Goldberg's Website.

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