A clearly defined purpose is essential in helping you achieve your
goals. Anything you set out to accomplish in the sales process will
require you to deal with failures, disappointments and setbacks. Being
able to overcome these challenges requires a clearly defined purpose.
It is your "why!"
Whether it is your service to others or the things you are trying to achieve
in your personal life, knowing "why" you are doing it give your the power to
persevere.
Years back, I recall my mentor in sales - David Whitener - visiting at my location. I was the Sales Director and he the VP of Sales. Some of our team members were struggling as we approached the holidays. Sales were lagging and the holidays became the excuse of the day for poor performance.
David, with his commanding presence, calmly addressed our group - speaking as if all was well with the world. He looked at one young man and asked, "What do you suppose the problem is?"
The new sales representative began his litany of excuses. David listened patiently. I, on the other hand, could hardly stay in my seat. Not only had we had declining sales, but here this guy was whinning. I couldn't believe my ears.
David's next questions set the tone for the turn that was to take place and take place quickly. "Why did you come to work for our company?" The answer was one of the pat answers that most people learn from the interviewing skill section of Monster.com or some other "how to get the job you want" skill program on the internet.
But David, not happy with his response, probed further. Asking the question in a different way...and then again, in a way other than that, David finally found this young man's "why." In that meeting David went on to share with the group a story about his most successful sales person - a middle aged female who outsold everyone else on her team and, in fact, the region. The secret to her success? She clearly knew her "Why!"
As you read this take two actions before you retire tonight:
- Answer for yourself, "Why" do you do what you do? Put another way, what is your personal motivation for working? And, in do this simple task, do yourself a favor - don't give yourself some "pat" answer, like you might give me. Be real with yourself and dig deep to find out what your "WHY" is.
- Ask yourself as you review your efforts today, "have I done all I could do to achieve the reasons I work?"
When you tap into the real reason you do what you do - you'll find that you will have renewed energy to push on toward success. We all have a "why" - the difference between those who are highly successful and those who keep struggling seems to be that the Sales Successful know their "why" and tap into their personal power to succeed.
What's your why...drop me a comment. Perhaps those comments might help inspire others.
