|
|
Sales Warrior Lesson 37: Success in SalesSuccess comes from clear analysis and having the courage to act on your decisions. Good salespeople are naturally optimistic and confident. These are important qualities; optimism and confidence can win you sales because of what they communicate to customers. However, good analysis should make you more optimistic and confident in your control of the process. Many salespeople need to be more objective and realistic, putting their confidence where it is most warranted. Too many salespeople find it easy to ignore reality and do what they desire rather than what good analysis tells them to do. This leads to disappointment, which works against your confidence. The goal is always to win more than you lose but, more importantly, to win quickly, easily, and consistently. This approach doesn't demand winning every sale, but winning all the sales that you can. Fighting for sales is the hard way to make a living and no way to find success. However, strategy also teaches that you cannot do more of something, such as analysis, unless you first stop doing something else to make time for it. Exercise: Identify three things that you can spend
less time doing every day so that you can spend more time analyzing your sales
accounts.
|
|
Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
