“ INSANITY: doing the same thing over and over and expecting a different result.” ~ Albert Einstein
<ul><li>“ HABITS” </li></ul><ul><li>“ We are what we repeatedly do. Excellence then is not an act, but a habit.” - Aristotle </li></ul><ul><li>“ Habits are cobwebs at first, heavy cables at last.” -Chinese Proverb </li></ul><ul><li>“ Good habits, once established are just as hard to break as bad ones.” -Robert Puller </li></ul><ul><li>“ Bad habits are like a comfortable bed, easy to get into, hard to get out of.” -Benjamin Franklin </li></ul><ul><li>“ Excellence is not a singular act, but a habit. You are what you repeatedly do.” --_______(?) </li></ul>
<ul><li>“ Walking the Walk” </li></ul><ul><li>1. Our success in work (and life) is tied directly to the habits (good and bad) we develop. </li></ul><ul><li>2. Habits (good and bad) are learnable through practice and repetition, practice and repetition, practice and repetition (28 consecutive days to develop a good one). </li></ul><ul><li>3. Once a skill/habit locks into your subconscious mind it becomes a permanent part of your behavior. </li></ul><ul><li>4. Once it becomes a habit, it becomes both automatic and easy to do . </li></ul><ul><li>5. Since all of us already know much of what we need to do to be successful, the challenge is : ‘ talking the talk ’ and ‘ walking the walk’, ‘ gittin ‘r dun’, just doing it , or just forcing ourselves out of our personal comfort zones </li></ul>
<ul><li>The True Sales ‘PRO” </li></ul><ul><li>1. Able to make and keep unconditional commitments. Too often that word unconditional is not in the average salesperson's realm of comprehension. </li></ul><ul><li>2. They have written personal goals and clear plans to achieve them. ( >2% ) </li></ul><ul><li>3. They are A-Player competent - not just possessing the skills to succeed in sales, but the willingness to execute those skills day-in and day-out. </li></ul><ul><li>4. They take full responsibility for meeting their targets. In fact, they find ways to exceed those targets - despite the adversity and obstacles. </li></ul><ul><li>5. They are grounded in an effective sales methodology that enables them to control the sales process . They are a student of sales. </li></ul>
<ul><li>The True Sales ‘PRO” #2 </li></ul><ul><li>1. Smart </li></ul><ul><li>2. Self Starters </li></ul><ul><li>3. Great Communicators </li></ul><ul><li>4. See Sales As A Career (live to sell vs. selling to live) </li></ul><ul><li>Know How To REALLY Listen </li></ul><ul><li>6. Computer Literate </li></ul>
<ul><li>The True Sales ‘PRO” #3 </li></ul><ul><li>Life Long Learners </li></ul><ul><li>Really Make Helping Others A Priority </li></ul><ul><li>(with no expectation of receiving anything in return) </li></ul><ul><li>Committed To Perpetual Improvement </li></ul>
“ Saw Sharpener” Options* *Doing Nothing - Not Really An Option ($0) *Hire A Personal Life Coach (@ $125/hour) *Attend Motivational ‘Rah Rah’ Seminars ($300-$500) *Enroll In A Selling Systems Program ($1500+) *Have the personal discipline to do whatever it takes to make sure you are a better sales person in April than you were in March; better on Tuesday than you were on Monday, etc. etc. *That’s what you’re doing by being with me this AM ($0) *from Mr. Covey’s Seven Habits
Prospecting *prospecting is the life blood of any sales professional *today’s prospecting efforts = tomorrow’s commission dollars *prospecting has to be scheduled like you would a client lunch, a visit to the doctor, etc. *sporadic prospecting doesn’t work *prospecting trumps the other sales skills
Hunter or Farmer? Which are you? How do you spend your time? you? How do you spend your time? Page 5
Poll Question #1 Assuming a 40 hour work week, what percentage of your time should you be spending managing your existing book of business vs. prospecting for new business? 1) 80% - 20% (8 hours) 2) 50% - 50% (20 hours) 3) 20% - 80% (32 hours) 4) ‘never thought about it’ 5) 99% - 1% (40 minutes)
Do you have a prospecting plan or do you look at prospecting the way Columbus looked at exploring?
What Activities Comprise A Prospecting Plan? *Google/Bing/Yahoo/etc. – know more about your prospects and your competition than they know about themselves *Read local newspapers, business magazines, and trade journals *Personal Mailings – letters, HAND WRITTEN thank you notes, birthday cards, etc. *Personal Email Campaigns *Personal Mailing Campaigns *Corporate Mailings & Email Campaigns *Touch Points -- PrintGrowProTAKEAWAY *Traditional Networking (school, church, volunteer activities, civic functions) *Trade shows that visit your town *4 MORE ‘BIGGEES’
The 3 Foot Rule – Execute It Daily *get way out of your comfort zone *smile, make eye contact, and say ‘hi’ to everyone
Referrals *Have you asked for any in the last 7 days?
#1 – Practice #2 – Have Fun!!! #3 – Be Prepared/Scripted #4 – Expect to Win #5 - Keep Notes of Who, What, Why, etc. #6 – Keep A Journal On How You Perform #7 – Always Have Good Questions Ready #8 – See #1 (5Ps – Perfect Practice Prevents Poor Performance)
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It’s no longer only who you know; it’s who knows you.
TAKEAWAY #1 *Plan every day in advance *Make prospecting a part of every day *Always work from a written “to do” list *Schedule prospecting the same way you would lunch with a client *Make your list the night before the workday ahead *Daily, Weekly, Monthly, Yearly *The first 10% of time you spend planning your work before you begin can save you up to 90% of the time once you get started.
TAKEAWAY #2 Read Something! “ The Go Giver” Bob Burg