Why Your Sales Success is Inconsistent
by bobrichards ~ December 27th, 2008. Filed under: sales success.It was before 9 am. Aaron cold called a prospect and made a sale. He felt pretty good about what just happened. Thinking he needed a small reward, he headed over to Starbucks for a coffee and something to eat. Aaron was exhibiting the same behavior that most people in sales exhibit–as soon as they have success, they sabotage it.
It’s exactly at this moment that Aaron can least afford to go to Starbucks or take any sort of break. He has just had a rare occurrence–he closed business on the first call before 9 am. The wind is at his back, the universe is responding to his hard work, the stars are aligned in his favor. Time to go to Starbucks? NOOOOO!!!! Time to pick up the phone and do it again!
Like the gambler in a casino on a hot streak, you stay at the tables as long as it lasts. Like the tennis player who hits one ball after another just over the net, like the golfer who places one drive after another onto the green, you STAY IN THE ZONE until your streak ends.
Not only do I see financial advisors sabotage themselves intraday like this, they do the same week to week and month to month. Barry had a really good week generating $10,000 of gross commission, more than he ever had in a single week. So he decided to reward himself with a three day weekend. NOOOOO Barry!!!. You want to get into the office on Saturday and line up your next week and make it a $12,000 week. Then be in the office Monday at 6 am.
The time when you want to take a day off or go to Starbucks is when you’re in a sump. Take the time off to regroup your thoughts, your tactics, your strategies when results are not there. You NEVER take time off when everything you worked for, everything you hoped for has come to fruition. That type of behavior is insane.
Mediocre producers will exhibit the above behavior. They have a great week and then slough off so that the month comes out to be just okay. The top producer behaves differently. He has a great and then rises the bar so that the next week is even better and has a $40,000 month. Top producers know that when the universe is delivering for you, you don’t spit in its face. You give thanks of gratitude and show it with your increased activity.
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June 28th, 2009 at 2:03 pm
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