I was asked the other day about how to stay motivated regarding goals, so I thought I'd write on one of the most important things you NEED to do as a Sales Person, Business Owner or whatever else you may do for a living. What you NEED to do most is to MOTIVATE yourself to take the actions that are in alignment with your financial goals.
Definition of Motivation (mine): The art of talking yourself INTO action, no matter what your feelings tell you. A lot of times we let our feelings control what we do or what we don't do. We let our feelings make our decisions for us, such as: "I feel fear. I feel tired. I feel rejected. I feel overwhelmed. I feel dejected." etc. Your feelings are not the best source of your motivation, your thoughts are.
As a Personal Coach for over 18 years, I've taught my Coaching Clients that thoughts create feelings. Change your thoughts, change your feelings. For example: If you feel you don't want to do what will get you the results you want, you are thinking something negative about your taking action. It could be you won't do it right, you might get rejected, you may look foolish, etc. Whatever your negative thought is, creates your negative feeling. You NEED to change your negative thought (it moves you away from what you want) to a positive thought (it moves you toward what you want).
Your thoughts are "Made Up" by you. I know they seem real and I know they then manifest the subsequent reciprocal feeling, yet they are made up by you. Because that's so, you NEED to make them up so they propel you into action regarding the attainment of your goals, rather than making them up so they deter you from taking actions regarding the attainment of your goals.
TALK YOURSELF INTO TAKING ACTION, RATHER THAN TALKING YOURSELF INTO NOT TAKING ACTION!
How you will know if you're motivating yourself is by the amount of action you are taking toward your goals. Not enough action will not have you attain your goals. It's called "Sowing and Reaping." To the extent you sow (take action) will be to the extent you reap (create your goal)!
You NEED to have the attainment of your goal drive you, not your feelings. Keep your goal as the motivator to do what you need to do to attain it and you WILL attain your goal!
Have a Happy, Healthy, Prosperous, Joyful New Year!
Wednesday, December 30, 2009
Thursday, December 17, 2009
BELIEVE In What You Sell!
In order for you to be successful in your selling career, you NEED to believe in what you sell, and to believe in yourself. If you have doubt or reservations about your product, service or yourself, you won't be as effective in attaining the results you want. You will have an internal dialogue that will be pulling you away from what you want, not consciously but unconsciously.
How do you believe in what you're selling and yourself? First off, I'm going to assume you are selling a product or service that is good for people and helps them enhance their lives in some way. In order for you to "cement" a powerful motivating belief within yourself, you NEED to "declare" (speak or think) to yourself continuously a conversation that is in alignment with the good your product or service is and/or will do for your prospects and clients. As a Personal Life Coach, I've been teaching my clients to change any thoughts they have that can cause doubt to thoughts of CERTAINTY. A good rule of thumb to remember is: "When doubt is present, results are less. When certainty is present, results are greater." Doubt will limit your actions and effectiveness, certainty will enhance your actions and effectiveness.
Each day, each moment tell yourself (WITH FEELING) how much you believe in yourself, your product and service and how you are assisting others in getting what THEY want by your selling to them. DECLARE your intentions of the outcome you want to have happen, before you take any action toward that outcome. YOU FIRST HAVE TO SELL YOURSELF, BEFORE YOU CAN SELL A PROSPECT!
As with all that I teach in the art of selling, you HAVE to practice the habits that are going to make you more productive in order to have them occur habitually for you. Whatever you practice on a consistent basis, you'll get good at. If you practice effective habits, you'll get good at them. If you practice ineffective habits, you'll get good at them. That being the case, you NEED to practice EFFECTIVE habits that are in alignment with your financial goals. These postings are written to teach and/or remind you of the habits that will be effective for you, and to give you the "how tos" to make them an integral part of your sales career.
Have a GREAT selling day!
Clement Pepe
Success/Life Coach
How do you believe in what you're selling and yourself? First off, I'm going to assume you are selling a product or service that is good for people and helps them enhance their lives in some way. In order for you to "cement" a powerful motivating belief within yourself, you NEED to "declare" (speak or think) to yourself continuously a conversation that is in alignment with the good your product or service is and/or will do for your prospects and clients. As a Personal Life Coach, I've been teaching my clients to change any thoughts they have that can cause doubt to thoughts of CERTAINTY. A good rule of thumb to remember is: "When doubt is present, results are less. When certainty is present, results are greater." Doubt will limit your actions and effectiveness, certainty will enhance your actions and effectiveness.
Each day, each moment tell yourself (WITH FEELING) how much you believe in yourself, your product and service and how you are assisting others in getting what THEY want by your selling to them. DECLARE your intentions of the outcome you want to have happen, before you take any action toward that outcome. YOU FIRST HAVE TO SELL YOURSELF, BEFORE YOU CAN SELL A PROSPECT!
As with all that I teach in the art of selling, you HAVE to practice the habits that are going to make you more productive in order to have them occur habitually for you. Whatever you practice on a consistent basis, you'll get good at. If you practice effective habits, you'll get good at them. If you practice ineffective habits, you'll get good at them. That being the case, you NEED to practice EFFECTIVE habits that are in alignment with your financial goals. These postings are written to teach and/or remind you of the habits that will be effective for you, and to give you the "how tos" to make them an integral part of your sales career.
Have a GREAT selling day!
Clement Pepe
Success/Life Coach
Tuesday, December 15, 2009
Prospecting
What is the most important thing you can do in sales EVERY day? PROSPECTING! What is it that most salespeople don't like to do? PROSPECTING! That seems to be a dichotomy that can keep a salesperson stuck in inactivity, that can hinder earning the amount of money they want to earn.
I say one of the biggest reasons salespeople don't "contact" (prospect) enough people to reach their financial goals is because of one word. That word is "NO." Having been a Business Coach for 18 years I've found that many salespeople have "made up" that the word no means rejection, and I don't know anyone who wakes up in the morning and says to themselves: "I can't wait to get rejected today!" Therefore they will stay away or limit the amount of conversations that could possibly elicit a no. Thereby, limiting the amount of prospecting activities during their day. Thereby, limiting the amount of possibilities for a YES. Thereby, limiting their income.
What I've had my Business Coaching clients do, is to "create" a new "meaning" to the word no. The new meaning is "the prospect doesn't YET see the value" in what I'm proposing." That's why people do things, they see the VALUE. Why they don't do things is because something for them is bigger than the value. Your JOB is to help them see the value; not your value, their value. When they do, they will take the action you're asking them to take; whether it be to make an appointment, buy your product or service, give you a referral, or whatever you are prospecting (asking) them for.
Start PRACTICING this new definition to "no" and whenever you get a no from a prospect remember that all it means is they haven't yet seen the value. Your JOB is to assist them in seeing the value by speaking to them about what they said is valuable to them and then ask them to take the action you intended for them when you made the contact in the first place.
When you shift your "meaning" to the word no, you will be willing to take more prospecting actions. When you take more prospecting actions, you will make more sales.
TRY IT, YOU'LL LIKE IT!
I say one of the biggest reasons salespeople don't "contact" (prospect) enough people to reach their financial goals is because of one word. That word is "NO." Having been a Business Coach for 18 years I've found that many salespeople have "made up" that the word no means rejection, and I don't know anyone who wakes up in the morning and says to themselves: "I can't wait to get rejected today!" Therefore they will stay away or limit the amount of conversations that could possibly elicit a no. Thereby, limiting the amount of prospecting activities during their day. Thereby, limiting the amount of possibilities for a YES. Thereby, limiting their income.
What I've had my Business Coaching clients do, is to "create" a new "meaning" to the word no. The new meaning is "the prospect doesn't YET see the value" in what I'm proposing." That's why people do things, they see the VALUE. Why they don't do things is because something for them is bigger than the value. Your JOB is to help them see the value; not your value, their value. When they do, they will take the action you're asking them to take; whether it be to make an appointment, buy your product or service, give you a referral, or whatever you are prospecting (asking) them for.
Start PRACTICING this new definition to "no" and whenever you get a no from a prospect remember that all it means is they haven't yet seen the value. Your JOB is to assist them in seeing the value by speaking to them about what they said is valuable to them and then ask them to take the action you intended for them when you made the contact in the first place.
When you shift your "meaning" to the word no, you will be willing to take more prospecting actions. When you take more prospecting actions, you will make more sales.
TRY IT, YOU'LL LIKE IT!
Monday, December 14, 2009
Selling is an INSIDE job!
This is the first in my blog series on selling. I've been Coaching Sales People and Business Owners for 18 years. Prior to that I spent 21 years with a major Insurance company in Sales and Sales management.
What I KNOW to be true is that sales is not about what you do, it's about what you "declare" about you and outside situations. In order for you to be successful in sales you NEED to take the actions that are consistent with the results you want. It's called "Sowing and Reaping!" In order to Reap (Sell) abundantly, you NEED to Sow (Prospect) abundantly. That's a LAW of the Universe. In order for you to Prospect abundantly you NEED to "talk yourself into" Prospecting abundantly. You need to "make up" all the reasons you NEED to make the calls, ask for the referrals, see the prospects, etc. Instead of "making up" all the reasons why you won't make the calls, ask for the referrals, see the prospects, etc.
How will you know if what you're making up is going to be successful for you? By the ACTIONS you are taking or not taking. Also, by how you "feel!" You NEED to make up "meanings" to ALL situations that have you feel up. When you feel up you do better. When you feel down you do worse. It's called the "Law of Attraction."
Start today "talking yourself into" taking MASSIVE actions toward your sales goals and watch what you'll create. YOU DESERVE IT!
What I KNOW to be true is that sales is not about what you do, it's about what you "declare" about you and outside situations. In order for you to be successful in sales you NEED to take the actions that are consistent with the results you want. It's called "Sowing and Reaping!" In order to Reap (Sell) abundantly, you NEED to Sow (Prospect) abundantly. That's a LAW of the Universe. In order for you to Prospect abundantly you NEED to "talk yourself into" Prospecting abundantly. You need to "make up" all the reasons you NEED to make the calls, ask for the referrals, see the prospects, etc. Instead of "making up" all the reasons why you won't make the calls, ask for the referrals, see the prospects, etc.
How will you know if what you're making up is going to be successful for you? By the ACTIONS you are taking or not taking. Also, by how you "feel!" You NEED to make up "meanings" to ALL situations that have you feel up. When you feel up you do better. When you feel down you do worse. It's called the "Law of Attraction."
Start today "talking yourself into" taking MASSIVE actions toward your sales goals and watch what you'll create. YOU DESERVE IT!
Subscribe to:
Posts (Atom)
