Playing to win: Being a top-producer is about winning the game, not just playing
Winning athletes win games and winning sales professionals close business. In the games Michael Jordan scored the most points his team lost. Are you shooting but not winning? Do you have too many leads in the pipeline and no way to gauge how to close them? Like athletes sales people have to win to be considered successful, and in order to achieve the success we desire we have to hone our skills daily, weekly, quarterly and yearly. The difference between being a top-producing sales professional and a sales person just getting by is the effort they put into the game. If you are not getting better at your craft then you run the risk of having someone with more innovative techniques come along and take your position. The bottom line is if a sales person can not close the deal then they can’t stay in the game.
The biggest problems sales professionals face in closing business are: a fear of rejection; too much emotional involvement; tough time selling product/service value; being unable to talk about money; and excuse making. If sales people can learn to tackle these issues they can become top-producing sales professionals and won’t need to be concerned about being cut from the team.
I’ve been in this business over two decades and I’ve spent the last five years training sales professionals, sales managers, and CEO’s on achieving results. In all of these years I’ve never seen a company let go of a top performing salesperson. I’ve also never seen top performing sales professionals that aren’t constantly perfecting their technique, improving their attitude, and developing new behaviors. Unless you go outside of your comfort zone you will never grow.
Once you have your plan, you need to set goals, both long-term and short-term. We should all be setting 90-day goals every 90 days and yearly goals every year. When you know that you must achieve a certain goal by a certain time frame you can focus on what you need to do, settle down and do it. When you truly focus on your goals your behaviors will change to mimic the results you desire. We are not talking about saying you want to do something or thinking about it, I mean actually writing down what you want to achieve in the long-term and short-term and putting them in a place where you will be reminded daily of the goals you set for yourself.
Goals provide your why. Why are you doing what you’re doing, all of your actions should have a purpose. Goals provide your motivation. If you know that you want to own a certain home in a certain neighborhood by a certain time you will be motivated to succeed. Goals provide your energy. To be successful you need to be energized and the adrenaline you need to finish the game will come when you see that you are almost at your goal. Then when you reach your goal, it’s time to set a new one.
In the process of improving yourself through techniques, attitudes and behavior you must ask yourself key questions:
• What are my fears?
• What doubts do I have in myself?
• What destructive self-talk do I have?
• What limiting beliefs do I have?
We all want to win, but many of us don’t know how to get there. I see professionals every day who tell me they aren’t seeing results; they have a ton of prospects but aren’t closing business. I tell them they aren’t perfecting their technique, improving their attitude, and developing new behaviors. And without fail when they decide they want to get better and work on their technique, attitude and behavior they always see results
In This Issue
June / July 2010
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