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Spending time with existing customers cannot cut into your scheduled prospecting time. Take a few minutes and review all of the outcomes your customers have experienced from working with you. For each outcome, develop 5 questions you could ask a prospect that would allow them to see the outcome with which you can help them. The more I work with salespeople, the more I see how the one thing that gets cut short is the discipline and focus in prospecting.
Simply put, nothing beats learning from the sales masters of our time. Sales Success Now offers the chance to learn the best selling secrets from today's sales. Think Right Now program for increasing sales through mental programming.
Prospecting must be an activity you do without thinking, in the same way you eat, you shower and you sleep. The best process you can have is a peer group or mastermind group of other salespeople who will hold you accountable. There you go — 10 things you need to do right now to ensure your sales success next year! I want you to join me on Friday, January 5, for a very special free video webinar. I will be sharing with you more things you need to be doing NOW.
A coach can help you excel in your sales career!
Mark Hunter is the author of High-Profit Prospecting: Before you can set yourself up for success in the New Year, it helps to take a step back and assess your performance. This means not only assessing where you went wrong and what you can improve, but also determining what went right. Because of this, your prospects are much more likely to react to what your body language is telling them than to what you actually have to say. We therefore need to ensure that our body language is communicating a positive attitude. Trust can be built or eroded in less than a minute based on non-verbal communication alone, so make sure your non-verbal communication conveys an attitude that is open, positive and confident.
The people around you are a direct mirror of your attitude. I am constantly amazed by individuals who consistently display a poor attitude, yet expect their family, co-workers, friends or employees to remain upbeat. It's the law of magnetism. Maintaining a good attitude is easier than regaining one that's lost. If you already have a good attitude, great!
Do everything you can to maintain it. If on the other hand you're having difficulty expecting the best from yourself and others, don't give up. Just go back to principal 1, and remember - you choose your attitude.
So you can change it. Keeping your mind strong, and your attitude positive Tennis great Chris Evert tells us: It might only make a difference of points over an entire match, but how you play those key points often makes the difference between winning and losing. If the mind is strong, you can do anything you want.
How can you keep your mind strong, and your mental attitude positive? Here are 4 exercises you can try every day to make sure your attitude is a winning attitude:. Associate only with people who leave you feeling more positive.
You have complete control over who you spend your time with, so choose wisely, because being with positive people will improve your outlook and your attitude. Change your physical behavior to change your attitude. The following exercise is something I learned from the master of human performance, Anthony Robbins. Take note of your physiology when you're feeling your best - when everything is going your way, and you're in a terrific mood.
How do you walk? How loud is your voice? Are you sitting or standing? Do you talk fast or slow, stand tall or slouch? Once you've made your list, carry it with you. Then, the next time you're in a negative mood and want to change your attitude, pull out your list and begin consciously to act the way you do when you're feeling great. It may feel unnatural at first, but in a short time you'll actually find yourself in a better mood.
Invest whatever amount of time is necessary to improve your sales career; pay any price; go and distance, make any sacrifice to become the very best at what you do. Join the top 10 percent. Decide exactly what it is you want in life. Set it as a goal for your sales career and then determine what price you are going to have to pay to get it.
According to the research, only about 3 percent of adults have written goals. And these are the most successful and highest-paid people in every field. They are the mover and shakers, the creators and innovators, the top salespeople and entrepreneurs. A key to success in sales is to back your goal with perseverance and indomitable willpower. Decide to throw your whole heart and soul into your success and into achieving your sales career goal. Make a complete commitment to improve your sales career and become one of the most highly-paid salespeople.
Resolve that nothing will stop you or discourage you. Your mind is your most precious asset, and the quality of your thinking determines the quality of your sales career. I cannot emphasize this too often. Read, listen to audio programs, attend seminars, and never forget that the most valuable asset you will ever have is your mind. As you continue to learn, you will eventually become the one of the most valuable salespeople in your company. The more knowledge you acquire that can be applied to practical purposes, the greater will be your rewards and the more you will be paid.
Be sure to check out my favorite sales training programs if you need resources.
Your time is all you have to sell. It is your primary asset.