|
Sales Tip for
January 2006 - Volume 3 |
Danny Wood is one of New
Jersey’s most respected sales force development experts.
His work has been recognized by
business leaders and corporate managers for providing their people
with the aptitude to realize millions of dollars in additional
business that would otherwise have never materialized or been lost to
competitors.
"I have finally gained great control
over the sales process in my firm."
Marc Blumenthal -
Principal
Sax, Macy, Fromm
"Our staff has new confidence and
much less fear."
Richard Magid - President
Soundboard, LLC
"I can’t remember the last time I heard,
Boss – Our prices are too high."
John Fernandez - Owner
Signmasters, Inc
"Our sales went up 30% since we
started with Danny’s program."
Jim
Margiotta – President
PBI-Dansensor America, Inc.
|
|
Secrets of Sales
Superstars ...
Journal Daily |
Sales superstars journal on a daily basis. Most say it is the
most effective way to get their thoughts straight. Being
mentally prepared is a major part of selling; however, it is
hard to get in the right mindset. Journaling is a method to
continually reinforce positive mindsets, keep an eye on goals,
and measure performance. Sales superstars journal to keep a
constructive mindset and track their performance.
The first section of the daily journal typically involves daily
goals. Superstars define a handful of things that they want to
accomplish in the day. This is based on their long-term goals
that have been broken down into small sections which define what
they need to do on a day-to-day basis. The journal is simply a
place to write down those daily objectives, enabling the
superstar to remain focused. Poor salespeople frequently work
day-to-day with no focus on set objectives, constantly "putting
out fires" and putting off activities that would be of benefit
to them. These types of non-productive activities occur because
poor salespeople do not have a long-term idea of what needs to
be accomplished.
The next section of the journal deals with mindset. The
superstar writes down what beliefs they need to be successful.
By repeatedly writing them day after day, their beliefs become a
part of them. This allows them to remain motivated and focused
and gives them the ability to overcome daily adversities. Poor
salespeople rarely think about mindset. They focus on the task
they are doing without relating it to the long-term affect. This
lack of focus also causes them to become less motivated and
easily frustrated.
The final section of the journal deals with lessons learned. It
is a daily review of what has been accomplished and how it
assists with progressing toward the long-term goals. This is a
great way for the superstar to benchmark where they may be. The
lessons learned are constantly updated and serve as a motivator
to make sure that the superstar remains focused and on-track.
Poor salespeople have no measuring system for their goals. Every
now and then they may think about the gap between where they
are and where they need to be. This type of activity does not
lend itself to plans and actions.
Keeping a daily
journal is a simple thing to do and takes very little time. In
return for a little discipline the sales superstar will have a
great way to set daily objectives, maintain a positive attitude,
and continue to progress toward achieving their goals.
Sandler Systems, Inc. All rights reserved. |
|
.jpg)