Have you ever wondered, “Why are some people successful in sales careers, while other fail?” Does that mean that successful salespeople are more gifted or talented? Maybe to some degree, but even if you are extremely talented but lazy it won’t get you anywhere.
The reality is that the most successful people, not only in sales, but generally in life are working very hard to achieve their goals. They have a strong discipline and work on their goals no matter what.
Imagine a pyramid with the bottom representing a cold calls or other form of first contact with the prospect and the top being the actual sales made. The more room you have at the bottom, the more you can build on top of it.
Of course, your end goal is to get customers, but that is not what you should focus on – you should focus on hours, calls, demonstrations (if you want an A in an exam, you don’t sit home and think about getting an A, you spend time studying – actual work). The low of average will do the rest of the work here.Imagine that you sell 1 item for every 5 people you make demonstration to. This means that 10 demonstrations – 2 sales, 15 demonstrations – 3 sales. This is not an easy routine to follow. But it is a must.
It takes at least 21 days of consistent activity to form a habit – everything is hard at first but would eventually work. To make it easier you must make a schedule and stick to it.
Most important to have a good attitude is to do your HOURS, CALLS and DEMONSTRATIONS. So, talking about my example above, all your efforts should be aimed at getting at least 15 demonstrations per day. If you will be able to get to this point, you will be doing great in your new career.
Being on good schedule includes as well a right attitude – positive, “I can”, problem solving, winning attitude. If you work but don’t have the right attitude, you are not on schedule.
There are two kind of people – the ones who find a way and the one who find excuses.
Remember, that winners don’t have excuses.
