Some salespeople blame their company, their catalog, their pricing, or their marketplace for their lack of success.
But deep in your inner heart, you know that no outside forces are to blame for your success or lack of it in the sales business. Success doesn't come from the alignment of the planets or the stars.
In selling, we make the choices every week - starting Sunday evenings, and ending late Friday afternoon. We control our DESTINY!
Here's a quick test of your choices. See if you feel comfortable with your internal attitude towards your career, and your weekly behaviors:
• On Sunday evenings, I choose not to preview my week's behavior and put myself in control before I even approach the starting gate. True_____ False_____
• I choose to omit some prospecting behavior from my plan and my actions - relying on the comfort of chasing old prospects and servicing clients who don't really need it. True_____ False_____
• I choose to react to emails before I even start selling work on Mondays, rather than beginning with my planned behavior. True_____ False_____
• I don't bother to count. I don't count prospecting behavior (dials, conversations, meetings), I don't count my wasted time, don't know my closing ratios, or anything. I don't count anything other than gross sales. True_____ False_____
• I choose not to review my week on Friday afternoons in search of mistakes I made and lessons I could have learned to improve my efficiency in selling. True_____ False_____
What BEHAVIOR choices are you making each week? What are you going to DO about it?
Don't blame "Destiny" for your results in the wide open field of selling. Review your opportunities, and choose wisely.
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