|
|
Like this article? PLEASE +1 it! |
|
STEPPING OUTSIDE YOUR COMFORT AREA
Written by: Ron La VineArticle Overview: The challenge is to reduce the gap between your actual performance (inside the comfort area) vs. your potential performance (outside the comfort area). Want to learn more...read on.
![]() |
Free Download - WHAT MAKES A QUALIFIED PROSPECT, QUALIFIED? By Ron La Vine |
STEPPING OUTSIDE YOUR COMFORT AREA
The challenge is to reduce the gap between your actual performance (inside the comfort area) vs. your potential performance (outside the comfort area).
____________________________________________
Outside the "Comfort Area" - Potential Performance
____________________________________________
(gap)
Inside the "Comfort Area" - Actual Performance
(gap)
____________________________________________
Outside the "Comfort Area" - Potential Performance
____________________________________________
The Japanese have a term for this called "Kaizen" or the implementation of continuous incremental improvement. Simply put, this is doing what you are currently doing but learning new ways to expand your ability to do it better.
Applying this to yourself, you might look at the two of the basic skills for successfully conducting business over the phone. They are the Planning Arena and the Account Qualification Process. These skills have a number of components with room for incremental improvement once you decide to move out of your "Comfort Area."
Areas for improvement in the Planning Arena might include looking at how you:
Set your call objectives,
Prepare yourself before beginning a call,
Maximize your energy during the day,
Determine the intervals between your calls,
See yourself achieving your goals,
Examine your current pattern of making calls,
Handle your weaknesses once they've been identified.
Account Qualification area improvements may include:
Examining what are the common characteristics of your most profitable or and "ideal prospect",
Preparing questions to find these characteristics,
Planning how you can create a good first impression, build trust and credibility,
Expressing your confidence in a relaxed manner,
Matching and modeling the speed, volume and tone of what how your contact speaks,
Following the 80/20 rule of listening (this rule says we need to invest 80% of your time listening and only 20% speaking).
IMPROVING YOUR "COMFORT AREA" FUNDAMENTALS
"Comfort Area Fundamentals" include improving your:
Abilities,
Education & Knowledge,
Achievement Orientation.
Incremental increases in the "Comfort Area Fundamentals" allows you to expand the way you operate and will, if constantly put into practice, lead to greater performance. This is why it is important for you to consistently focus on and practice improving the "fundamentals" so it becomes easier when you find yourself outside your "Comfort Area."
Abilities
Ability is defined as the power to do. Will your future be a series of goals you've set or a series of accidents? You are a problem solver not a peddler or a pusher. What I hear, I forget; What I see, I remember; What I do, Becomes a Part of Me. Being the best is not as important as doing your best.
Education and Knowledge
Napoleon Hill in his book Laws of Success (published by Success Unlimited in Chicago, IL. And available through
Listening to audio cassettes and reading books by successful sales executives is a "sure-fire" way to strengthen your knowledge on how to use the "Comfort Area Fundamentals" to their greatest advantage. Attending user conferences, industry specific events and going through sales training classes on a regular basis also adds to your reservoir of knowledge.
Maintaining an Achievement Orientation
Maintaining an Achievement Orientation requires you remember that action follows thoughts so think great thoughts and focus on the positive. Think of yourself as successful and well thought of and doing more than you are asked to do. Help others as you have been helped and you will be rewarded with the success you deserve. You are what you think. Your attitude determines your altitude.
© 2005 by Accelerated Sales Results, Inc.
Article Tags:
|
About the Author: Ron La Vine RSS for Ron's articles - Visit Ron's website Ron holds Accelerated Sales Training, Inc.’s The Secrets of Cold Calling Success (TM) - Live Cold Call Sales Training Workshops worldwide. Ron has trained thousands of sales reps using live cold calling for clients such as Agilent Asia Pacific, ASG, CA, Cognos an IBM Corporation, HP, HP/EDS, IBI, Informix, iWAY, LRS, MeadWestvaco, Merant, Micro Focus, NCTI, Software AG, Sterling Software over 80 more technology & non-technology related firms. Ron has delivered live cold calling hands-on workshops in Australia, Canada, England, France, Hong Kong, Ireland, Switzerland and the USA. Cultures trained included sales reps from Australia, Austria, Belgium, Canada, China, Denmark, England, Finland, France, Germany, India, Ireland, Italy, Korea, Luxembourg, Malaysia, Mexico, Netherlands, Norway, Philippines, Singapore, Sweden, Switzerland, Thailand and all across the USA. For more details about LIVE Cold Calling Sales Training Workshops contact Ron personally at http://www.astselling.com/contact.htm or call 1-818-991-6487. Also sign up for the Free Sales Tips and Telesales Tips ezine at http://www.astselling.com/free_tips_signup.htm. Click here to visit Ron's website STEPPING OUTSIDE YOUR COMFORT AREA How to Take Good Notes FREE RESOURCES TO TURN DATA INTO DOLLARS HOW MUCH PRECALL RESEARCH IS TOO MUCH WANT TO SELL MORE |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
How to Ask for a Flexible Work Arrangement
Are You Fulfilled
Selling On Ebay The Good The Bad And The Ugly
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



