Most salespeople and business owners want more sales. But not everyone is willing to do what it takes. What are you willing to do, and what aren’t you willing to do?
Here are some basic questions to consider:
- Are you willing to learn more about the sales cycle?
- Are you interested in finding out how to overcome sales objections?
- Are you willing to make a list of target prospects?
- What about spiffing up your personal appearance or the promotional materials you use?
- Some make lists and plan out their day the night before, would you do that?
- What about identifying your ideal client and learning everything you can about those prospects?
If you answered, “Yes” to any or all of those, good. I’m proud of you. Intention is one of the initial steps in finding success. But intention isn’t going to make it happen for you. After all, you know what road is paved with good intentions…
So what’s the secret?
The Secret Is In the Doing
Sitting in your office isn’t getting you ahead. Get out there! Take action! Jack Canfield says, “The world doesn’t pay you for what you know; it pays you for what you do.”
When you stop contemplating, planning, organizing, and preparing—and take action—you will be headed down the road to success. That’s right: success is far more likely to happen once you start doing.
When you apply your sales cycle or sales objections knowledge in the actual sales event, the odds are with you then. Not so much if you are sitting in the coffee shop reading about it.
You have to get out and do it! You have to take action and pursue the sales. By studying and learning you are paying the price for the success you will find – you have earned it! You deserve it!
The Secret Is Also In the Not-Doing
Remember when I asked you what you’re willing to do? There is a flip side to that question: what are you not willing to do to get more sales? The usual answers here are about business ethics: deceiving customers and dropping your prices too low. But one thing you also shouldn’t we willing to do is tremble with fear.
Fear is ugly and prevents achievement. Earning and deserving success is great, but you have to be willing to do something else, too. In the majority of my experiences as a business coach, the one thing that too often appears is fear.
Fear isn’t technically an acronym, but sometimes people think of it as one for “False Expectations Appearing Real.” That’s a good way to understand why we are afraid: we are anticipating something happening which isn’t actually likely to happen.
The story of Peter is a great example of how we let FEAR direct our actions. Peter lost the fine motor skills in both his hands. He was afraid to do anything, or go anywhere, by himself. When he finally decided to face his fears so that he could eliminate what was holding him back from living his life, he made the decision to travel on his own.
Here are some of the fears he faced, as well as the solutions:
FEAR: “I was afraid of the check-in at the airport. I didn’t know if I’d have enough strength to swipe my credit card at the check-in kiosk.”
SOLUTION: “I asked the people at the airlines to help, and they were more than happy to assist.”
FEAR: “I didn’t know how I’d get things set up in my hotel room.”
SOLUTION: “Once I was in my room, the bell captain helped me unwrap the soap, set up the room, pull the curtains, unfold the covers, and unpack my luggage.”
FEAR: “I didn’t know how I would get myself dressed flying solo. I still hadn’t been able to get any of my clothes buttoned on my own.”
SOLUTION: “My wife packed all my shirts prebuttoned, so I simply had to slip them on over my head. My pants had Velcro, so I could fasten them myself. My socks had loops that I could grab and pull. BUT . . . there were still two buttons on my shirt that needed to be buttoned. Again, I asked for help. The first time I asked a hostess to do it, she was taken aback. But now it’s amazing—if I am at a hotel for several days, the hostess will watch for me and step right up to help.”
Peter realized that for every fear, there was a viable solution, and he could overcome the obstacle. In this way, he overcame his fears and went on to lead a much more fulfilling life, including the travel for his work. He faced his fears and moved past them.
The same concept applies to sales. You may be afraid of rejection. You may be afraid of hearing, “no.” You may have already talked yourself into the belief that everyone you approach will say no and you will become destitute.
There are ways to overcome all those fears. I’ve helped people move past the fear and become top salespeople. If they can do it, you can do it. Every person is different and has different thoughts, feelings, and fears. Take the action needed to overcome those fears and be successful. Make it happen!