Selling As a Profession
The necessary ingredients for success in sales are usually tested and sometimes will prevent success happening before we psychically start the task.
There is a saying in life "You become what you think about" In my personal experience of over 30 years in sales and sales management selling insurance, it comes down to three key areas of focus to ensure a successful outcome is the end result.
Key areas are: Attitude, skill and knowledge It would be very difficult to succeed in sales unless you master all three.
Attitude The one area we have complete control over is attitude and if we get focused on the end result (Goal, Burning Desire) the rest will follow once there is a plan in place and a process to follow.
Example Mr Jones (not real name) commits to getting psychically fit and is determined to do just that within a strict time frame.
The problem is, he hasn't focused on his fitness for over ten years which is why his friends and family advised him to get medical advice before embarking on a self-made psychical fitness regime.
He followed their sound advice and made an appointment to meet his local doctor who in turn advised him after doing a series of tests to start a professional fitness regime, get a fitness plan and professional dietary advice.
The fitness plan was prepared by a psychical fitness expert based on the medical results received from Mr Jones Doctor and the diet was prepared by a dietician after tests were done on Mr Jones.
The process took up to three weeks as Mr Jones wanted to be absolutely sure about the process to follow, including timelines and a plan needed to achieve his burning desire (Goal/s) to get psychically fit.
In exactly twelve months Mr Jones plan is to run a mini marathon and within two years run a full marathon to raise funds for his favourite charity.
He has started with an end in mind, has a plan and a process to follow and this all started in the thought process (the mind).
He developed the right mental attitude and focused on what he really desired as a positive outcome for both himself and a charity of his choice.
Attitude Before we psychically do anything it starts in the thought process "Just an Idea", but as it persists in the mind it starts becoming believable and achievable.
All personal achievement starts in the mind of the individual.
Your personal achievement starts in your mind.
The first step is to know exactly what your problem, goal or desire is".
Mr Jones has a goal to run a mini marathon in 12 months, his problem was lack of fitness and his burning desire is to support his favourite charity by fundraising.
This cannot be achieved without been psychically and mentally fit.
He has a clear goal which is: Specific, Measurable, Agreed, Realistic, Time Bound He also has a process and plan to follow which ensures his burning desire (Goal) is achieved, this is specifically to run a mini marathon in 12 months and a full marathon in 2 years to raise funds for his favourite charity.
This all started in the mind, then it became a burning desire, it then became believable and the pitfalls were analysed and addressed, expert advice was sought and taken aboard, now the goal was achievable once obstacles were eliminated before Mr Jones psychically started the project.
For the sales professional it is important to follow a similar process before engaging in the psychical activity of selling.
Regardless of your goal/s or burning desire and especially in sales it is vital to get the attitude right before engaging with the prospect because you only have one shot at making a first impression.
Top class sales people will not risk failure by engaging with a potential prospect in the wrong frame of mind.
Develop a clear picture in your mind as to what the end result (goal, burning desire) looks like and then put it on paper, once in writing what you desire will start becoming a reality and you will start going from just an idea to analysing what skills and knowledge are necessary.
This can and will be achieved by: seeking expert advice - no person is an island, forming a mastermind alliance, a group of people and resources who have the same clear vision and interest as you (select your mastermind group carefully), determining who are your ideal customers (segment your market), developing and agree a plan for the achievement of your goal/s, following an agreed sales process, acting on your plan (follow through), reviewing your progress at regular planned stages, reacting - don't change your end goal/s change activities to ensure achieving your end goal/s.
Hopefully this article will bring home key areas necessary in developing the right mental attitude in achieving your sales goals and lead to developing the necessary skills and appropriate knowledge for consistent success.
There is a saying in life "You become what you think about" In my personal experience of over 30 years in sales and sales management selling insurance, it comes down to three key areas of focus to ensure a successful outcome is the end result.
Key areas are: Attitude, skill and knowledge It would be very difficult to succeed in sales unless you master all three.
Attitude The one area we have complete control over is attitude and if we get focused on the end result (Goal, Burning Desire) the rest will follow once there is a plan in place and a process to follow.
Example Mr Jones (not real name) commits to getting psychically fit and is determined to do just that within a strict time frame.
The problem is, he hasn't focused on his fitness for over ten years which is why his friends and family advised him to get medical advice before embarking on a self-made psychical fitness regime.
He followed their sound advice and made an appointment to meet his local doctor who in turn advised him after doing a series of tests to start a professional fitness regime, get a fitness plan and professional dietary advice.
The fitness plan was prepared by a psychical fitness expert based on the medical results received from Mr Jones Doctor and the diet was prepared by a dietician after tests were done on Mr Jones.
The process took up to three weeks as Mr Jones wanted to be absolutely sure about the process to follow, including timelines and a plan needed to achieve his burning desire (Goal/s) to get psychically fit.
In exactly twelve months Mr Jones plan is to run a mini marathon and within two years run a full marathon to raise funds for his favourite charity.
He has started with an end in mind, has a plan and a process to follow and this all started in the thought process (the mind).
He developed the right mental attitude and focused on what he really desired as a positive outcome for both himself and a charity of his choice.
Attitude Before we psychically do anything it starts in the thought process "Just an Idea", but as it persists in the mind it starts becoming believable and achievable.
All personal achievement starts in the mind of the individual.
Your personal achievement starts in your mind.
The first step is to know exactly what your problem, goal or desire is".
Mr Jones has a goal to run a mini marathon in 12 months, his problem was lack of fitness and his burning desire is to support his favourite charity by fundraising.
This cannot be achieved without been psychically and mentally fit.
He has a clear goal which is: Specific, Measurable, Agreed, Realistic, Time Bound He also has a process and plan to follow which ensures his burning desire (Goal) is achieved, this is specifically to run a mini marathon in 12 months and a full marathon in 2 years to raise funds for his favourite charity.
This all started in the mind, then it became a burning desire, it then became believable and the pitfalls were analysed and addressed, expert advice was sought and taken aboard, now the goal was achievable once obstacles were eliminated before Mr Jones psychically started the project.
For the sales professional it is important to follow a similar process before engaging in the psychical activity of selling.
Regardless of your goal/s or burning desire and especially in sales it is vital to get the attitude right before engaging with the prospect because you only have one shot at making a first impression.
Top class sales people will not risk failure by engaging with a potential prospect in the wrong frame of mind.
Develop a clear picture in your mind as to what the end result (goal, burning desire) looks like and then put it on paper, once in writing what you desire will start becoming a reality and you will start going from just an idea to analysing what skills and knowledge are necessary.
This can and will be achieved by: seeking expert advice - no person is an island, forming a mastermind alliance, a group of people and resources who have the same clear vision and interest as you (select your mastermind group carefully), determining who are your ideal customers (segment your market), developing and agree a plan for the achievement of your goal/s, following an agreed sales process, acting on your plan (follow through), reviewing your progress at regular planned stages, reacting - don't change your end goal/s change activities to ensure achieving your end goal/s.
Hopefully this article will bring home key areas necessary in developing the right mental attitude in achieving your sales goals and lead to developing the necessary skills and appropriate knowledge for consistent success.
