Mark is looking at his schedule and realizing the July 4th holiday is just days away. Oh, Oh! Is the quarter really almost over? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track.
Mark figures the first thing he has to do is resist replaying past failures and develop a positive attitude from all those "lessons learned". Looking back, he sees that he failed to ask the direct questions, did a lot of quotes without first getting a commitment, and spent a lot of time wondering why people weren't calling him back. All the while, forgetting that his primary job is to collect decisions from a dynamic and ever-changing pipeline. He needs a plan that will guide him through the results he wants for the rest of in the year.
His decision is to focus on the big picture and avoid getting distracted by all the minor and non-productive sights he may run into along the path. He is going to re-visit some higher-level concepts to keep his sights on the finish line.
Personal Inventory & Success
- Never let your style stand in the way of your success. Review your DISC profile to remind yourself of your natural tendencies and how to adapt to others.
- You cannot "outsource" your success. Nothing will happen until you take personal responsibility.
- Stealing is the highest form of flattery. Learn to take a page out of someone else's winning playbook
Prospecting and Selling
- The customer is always right, but sometimes they aren't always right for you.
- You can't get mad at someone for doing something you didn't tell them they couldn't do.
- Never leave a sales call feeling good. It's what you don't know that will end up hurting you. Find ways to get to the truth.
- Success can be an anesthesia. Don't let yourself go to sleep when things are going well, only to wake up later when everything isn't as bright.
- Activity, activity, activity. A weak pipeline leads to weak sales.
- Go for the "No" as long as you remember that selling starts at "No".
- Keep the Concepts in mind and the rest will take care of itself.
Set SMART Goals and a Plan to achieve them:
We can all agree this might be the strangest mid-year review we have ever had. Despite all of the craziness that has gone on- how have you done? Now is the best time to break out those New Year's goals and see where you are vs. where you wanted to be. Be honest with yourself and make plans to move forward the rest of the year.
Final Thought for the Morning:
“If you really want to do something, you'll find a way. If you don't, you'll find an excuse." ~ Jim Rohn
Your Top 3 Goals & Tactics for the Week
LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.