Previous Blogs
Every Second Counts
September 10, 2012
Motivation Is Not In My Job Description
July 29, 2012
Selling Off The Court
May 17, 2012
Why Do You Ask?
March 24, 2012
Money Secured Is Better Than Money Promised
February 8, 2012
Is The Juice Worth The Squueze
December 29, 2011
The Game of Key Accounts
November 17, 2011
Forming Good Habits
October 17, 2011
E=MC Sales
August 25, 2011
The Road to Success is Filled With Potholes
July 22, 2011
Adapt, Evolve, Adjust to the Times
June 20, 2011
Setting Clear Expectations
May 6, 2011
Timing is Everything
March 24, 2011
Always Bring Your “A” Game
February 16, 2011
Uncovering The Decision Maker
January 12, 2011
Know When to Hold ‘Em, Know When to Show ‘Em
November 29, 2010
Innovation vs Rejection
October 14, 2010
I like it, but what's in it for me?
September 20, 2010
Seeing, Hearing, Feeling...The 3 Senses of Sales
August 24, 2010
Your actions speak so loud; I can’t hear what you are saying!
July 12, 2010
Sending the Right Message
May 31, 2010
2 Ears, 1 Mouth...
April 24, 2010
Play to Win!
March 21, 2010
Why does Winning Matter?
February 27, 2010
Winning is Perception
Tweet
December 11, 2012
As a sales person, it’s in your blood to want quick and meaningful results. And, in a perfect world, you would hit all of your goals and exceed your quota on a consistent basis. Unfortunately, this is the real world, and consistency can be difficult to maintain in the sales arena. It’s easy to say that as a sales person, achieving perfection in your results is similar to trying to count to infinity. You will work extremely hard at it, but there will always be room for more. Perfectly consistent results may seem impossible, but there are little things you can do today to give you the best possible chance to win day in and day out.
I want you to think about your sales results from a bird’s eye view. Chances are good that when you are hitting a peak, everything is great and cheery. But, on the other hand, chance are good that when you are hitting a valley, things can seem a bit discouraging and down. When it’s good, it’s good; when it’s bad, it can consume your world. When you’re up in the clouds, sales seem to almost fall into your lap, but when you’re down in the trenches, victories seem like a distant light in the darkness. While almost every sales person experiences this, it’s almost purely in the mind. Perception plays a key role in a sales person’s success, so you must find a way to keep your mind focused on winning.
Sales is a dynamic and ever-changing environment, so it’s imperative to stay above water and remain positive, while uncovering new avenues for keeping the sales process moving forward. Ultimately, the best sales people find a win each day, regardless of how small the victory. A win can be as small as moving an account from one sales stage to another. Regardless of the magnitude, as long as you are moving in a positive direction each day, then you will begin to reap the rewards of what you have sown.
Each day and at each account, we have the opportunity to gain a victory. Whether that’s signing an account, moving the sales process forward, or even uncovering a new contact, you must push on through the trenches and climb your way back to the top of the mountain one win at a time. It’s your decision to push forward and win, so, at the end of each appointment or at the end of each day, look at your accounts, opportunities and overall book of business, and ask yourself, “What did I win at today?”