Where there is no guidance the people fall, but in the abundance of counselors there is victory” Proverbs 11:14
When I think of a Doctor, I think of someone that paved through the rugged terrain of chemistry and biology and worked their tail off to be considered the, “best of the best,” it is the highest honor, it is who we seek to model ourselves after. If you’ve traveled the rugged terrain of cold calling but haven’t gotten your PhD in results just yet, read on.
Receiving a doctorate is like reaching a goal. In sales we don’t get a cool piece of paper that says, you worked really hard and deserve this, but we do get a big paycheck! In sales you get one of two things, results or reasons. I know which one you want. Let’s explore what it takes to get a PhD in results, e.g., a big paycheck.
When we go to see a Doctor they will first conduct an examination of the current situation and ask questions to determine the cause of the problem. Second, they will do a diagnosis based on their expertise, and finally they will give you a prescription for your issues.
For many of us we are successful in some areas of our lives and yet we struggle in other areas. Why? We may be able to self-diagnose a problem, but find it challenging to find a prescription or solution to some of our own problems. In the sales process we might be good at prescribing, but bad at diagnosing. Whichever scenario we are faced with many times it’s because we haven’t taken the time to master our craft. What does it take to become a Doctor of Selling? How can you master your craft and get a PhD in results? In this blog I will show you exactly what it takes to set a goal, but more importantly, to actually obtain it. What are the secrets to achieving your full potential? Do you know what it looks like, sounds like, and feels like, to obtain your goals? The first step is to decide what it is that you really want? Specifically what do you actually want? Let’s say it’s easy for you to decide what you want, so let's say your goal is to make $150K this year in commissions. OK, you have your goal – now what? You must create a plan and follow that plan, including taking intelligent and consistent actions. Here is one item that holds most people back. First, you must ask, have I set the same goal over year after year? If that is the case, then we are simply stating a preference, in other words we are saying “I’d like to be thinner, richer, happier etc.” A real goal is based on a conscious decision and to make a real decision is to cut off all other possibilities except what you’ve committed to do. The formula for success is: 1. Decide what you want (know your outcome), 2. Know why you want it (which creates inner motivation) 3. Know what you’re getting, and 4. Change your approach, until you get your outcome.
The key is to “know what you’re getting,” which takes from 2 days to 2 weeks after taking action. Is your approach working? How will you know? When will you know? Have you modeled someone else that already has the results you desire or are you simply winging it? Even worse, are you making progress? Remember, change is inevitable, progress is not. Did you change your call volume but not the kinds of people you are calling on? or the words you are using? It is intelligent, massive, actions – not, “I hope this works, or even worse I’d “prefer” to have more clients rather than I “must” have more clients.” Be specific with your goals and methodical in measuring your progress.
Commitment means, “To be emotionally compelled and obligated to do what you say you are going to do.” Are you committing to your massive action plan or are you falling short because of your own decisions? If you say you are going to do something but then don’t follow-through, then you are practicing failure with yourself. Having that kind of problem is significantly worse than any other problem because once you lose trust in yourself, your clients will too. A real decision means to cut off any other possibility than the one you’ve decided to make a reality. You must stop “wishing” and “preferring” and “shoulding,” things change in your life and you must make a sincere decision for change. Here’s the good news! It’s not where you are starting that matters, it’s where you’re determined to end up that matters! What’s really cool is that you have the right to change your mind! And let’s say you are working towards a goal but discover something even better! It’s about flexibility. The more flexible you are, the more successful you will be. Sales people tend to sell to people that are “like” them. But the most successful sales people can mold themselves, become more flexible in their approach to be more like each different kind of buyer so that they can build rapport. Do you need to build more rapport with yourself? Can you bend, twist and change your approach to serve you to get you to a new outcome?
“He who walks with wise men will be wise, but the companion of fools will suffer harm.” Proverbs 13:20 Who do you spend time with? The Doctors, the experts in their field, or people who struggle? You choose your friends, whether consciously or unconsciously, it is a choice. Those you choose to surround yourself with either lift you up or they won’t. Make a list of the top seven people you spend your time with and then put a + sign next to the people that challenge you to be a better version of yourself. Put a – sign next to the people that drain your energy, or put an = sign next to the people that don’t seem to affect you one way or the other. Now, get rid of all the – and =. Replace them with positive people. You are who you associate with.
The prescription for your pain….is progress. As Superman stated “Pain is inevitable, but misery is an option” – If you feel stuck, and want to get “unstuck” we are here to accelerate you forward and show you what maxing-out at your potential is really like! Join Tamara's next Challenge ~ Upgrade your Sales Skills