HERE ARE TWO POINTS FOR YOU TO PONDER
Many in sales ponder over many of the things they are taught either through training, their management, their peers, books and articles they have read, CD’s listened to, or videos they have watched or seminars attended. There is also social media that brings with it far more opinion than fact. In this article I just want to address two points only – that’s how important I believe they are.
1. Which is Better – Willpower or Imagination?
The more I talk to people the more I hear that one of the most powerful of all the self-motivational tools is WILLPOWER. On the other hand, if your talk to a psychiatrist, you’ll soon realise that IMAGINATION will always hit WILLPOWER for six. In other words, you want to canvass more in order to sell more, and earn more, and in the process use every bit of WILLPOWER you can muster, in order to develop the courage you need to get started on that one special project.
After an hour or two your IMAGINATION takes over, and says to you,
- “It’s too hard”,
- “It’ll take up too much time!”,
- “You should be doing what you know best”,
- “You’ve got better things to do”,
and pretty soon, your WILLPOWER is shot to pieces, doubt-ridden and generally in tatters.
WILLPOWER can only work effectively through an effort so strong and so constant, that whatever you attempting to do becomes easier. That easier result however is recognised in time as being achieved purely through habit fuelled by constant effort. Remember, you need to repeat a task for 21 days for it to become a habit.
On the other hand your IMAGINATION will always be working overtime, dreaming up new ideas. Then once you start working on that idea, it can turn against you, unless you firstly resolve that what you need to accomplish is more important than either failing at it, or giving in to it.
2. Have you ever Lost a Sale?
Every day (in every organisation that sells) someone talks about the sale they lost. However, if they had never owned it – how can they lose it? The sale is never made until it’s paid for. A deposit is not a payment – but a pending down-payment. The only lost sales are those made, contracts exchanged and the payment refunded in full.
Invariably the sellers who talk about the sale they “Lost” are usually the ones who sell fewer than 50% of the presentations they make, and are trying to justify their lack of performance. The seller who sells better than 50% knows he or she can use that same amount of energy (others use talking about the one that got away), learning how to ensure they don’t let the prospect get the better of them in future.
Think this last point over carefully, and remember that our mouths (in the main) echo our actual results. So what are you bragging about, the ones you got, or the ones you didn’t. Remember, whatever you say is what you get.
The subconscious brain cannot tell the difference between the real and the imagined. In time, it accepts all of your negative self-talk as fact, and that’s why so many write the poor results they do.
If at the moment you sell less than 50% of your presentations, try telling others of your successes – then, don’t be surprised if you begin to sell more because of it. So don’t use your valuable time and energy bragging about what could have been. You owe yourself more than that. Spend that same amount of time learning how it should be done.
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This Article is by Peter Collins – In a sales career spanning more than 53 years, Peter Collins has focused on helping and bringing out the best in others – whether it involves training or mentoring salespeople, managers, business consulting to SME’s. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author, and has 68 business books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. Peter had his first book published in 1969 and now has over 133 books in all, including Business, Marketing, Sales, Free Publicity, Body Language, Music and over 30 Christian books to date. Peters books have sold over 2.5 Million copies of his books over 49 years. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.
© Copyright Peter Collins, Profit Maker Sales, Sydney, Australia, 1994, 2002, 2007, 2011, 2015, 2017, all rights reserved. Peter can be contacted through his website – profitmakersales.com
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