Procrastination - Fear of Failure

I was thinking recently about some of the reasons why a person chooses not to succeed in business specifically sales. Sales is one the careers with unlimited income potential and yet many in sales choose to limit their income. They tend to procrastinate achieving the results until the last minute. Then anxiety sets in, sleepless nights, irritability, and that sick feeling in the pit of your stomach. How many of you have endured such a state?

I can hear it now. “I don’t wait until the last minute. Customers are not buying now." I was on a conference call the other day where the Sales Executive asked the question about why sales were down. There were many reasons: It’s an election year. The economy is bad. There is a lot of illness. It’s the holidays. The reasons are all true and perhaps even valid. However, they are only excuses for not increasing your income. We have all used them at one time or another, haven’t we?

What is it really? I believe it is procrastination. There are so many reasons we procrastinate: Fear of failure, fear of success, perfectionism, feelings of unworthiness.

Fear of failure is huge. So many believe they will fail that they never start. It is easier on the ego if we blame events outside of ourselves for not succeeding then to have started and not finished. Someone shared with me the other day that their plan was too high and this person believed he could never achieve it. So, I asked why. The economy is struggling, the product is low, people are holding on to their money. This person wanted to be successful, but his fear was that he wasn’t going to be and he is struggling with even starting. The increase in plan is a gift, an opportunity for more income.

The reality is, especially in sales, that we are in charge ultimately of our own success. If you struggle with fear of failure, and many do, then you might want to consider not looking at the big picture. Break down your monthly plan into daily goals and only focus on achieving that daily goal. Achieve the daily goal and experience daily success. Focusing on daily goals eliminates the feelings of being overwhelmed by the whole plan. It decreases your anxiety and strokes your ego. Most importantly to you, it will increase your income!

Author: Mary Auda

Sales Tips for Success - The Secret Power of 25!

Here's a question: Are you earning the kind of income you want to need to support the lifestyle you desire?

Each week, as a Sales Executive, I have folks in sales approach me and ask advice about what to do to increase sales. Regardless of location, someone wants to improve their income. The problem is, while many want to improve their income, few want to improve their performance.

But they all want an answer!

So, knowing that a sales executive must be a guru or at least have the inside track - I ask, "Do you know about the secret power of 25?" If I must say so myself, what a great question.

Their response? "No. Never heard of it!"

"Really! Surprised you didn't get that in your initial training. Are you sure you don't know?" Now by this time the curiosity is rising, which is good - cause if you are going to learn something you have to have enough interest to remember - otherwise, you haven't learned.

Now a good friend of mine - Gary O'Sullivan stated, "Prospecting must become a habit and a scheduled part of every day. It is important to add to you prospect based every day, because ever day your prospect list is bing depleted. Every day you want to have more people to talk to than you did the day before."

So - here's the Secret Power of 25. Follow these simple steps with ZERO deviations and I promise you'll increase you selling, your income, and your effectiveness in your sales role.

Step 1: On MONDAY of each week send out (mail) 25 solicitation letters. Yes, that means "snail mail." Hand address the envelopes and include with each letter one of your business cards.

Step 2: On WEDNESDAY do the same thing! No deviations - 25 letters, hand addressed with business cards.

Step 3: On FRIDAY do the same thing! Get it?

Step 1A: On WEDNESDAY and THURSDAY - call (yes, using the phone) the 25 people whom you mailed letters to on Monday. Do not stop until you have made direct contact with those 25 people. Well, gee Chuck what do I say? Hum...what about, "I sent you a letter and I wish to follow up. Did you receive it?" Then proceed to discuss with them why it is in their best interest to visit with you about your product or service.

Step 2A: On Friday/Saturday/Sunday - call the 25 people you mailed letters to on Wednesday. By the way, a great time to call - especially if you're doing individual sales is Sunday afternoon around 2:30 p.m. Why...folks don't expect it so their guard is down and hence they are more open to the call. Plus often they will set the appointment just to get you off the phone. (Now, I didn't say it was pretty, but it is effective).

Step 3A: On Monday and Tuesday - call the 25 folks you mailed letters to on Friday.
Ahh...the Secret!

Follow these steps without fail for one full month. It's almost like a waltz - Mail, Call, Call - Mail, Call, Call - Mail, Call, Call (O.K., now you get the picture).

Why Does It Work?

Two reasons: (1) You are taking positive action. Not only are you getting your name in front of your potential customers, but you have given them your business card/contact information. Even if they are not ready to buy from you today, you have improved your odds of a future sale dramatically due to your action(s); and (2) your actions are the first step to creating a habit and habits (well good ones) yield positive results.

Gary says, "Every day you don't prospect, the next day you must settle for a lesser degree of performance."

I agree! So The Secret Power of 25 is really simple. Adopt a structured system of consistent prospecting and do that for 5 consecutive weeks and you'll be amazed at the results.

My guarantee...for the people under my leadership I have made this offer. Do exactly what I outline for 5 consecutive weeks and if you don't have a measurable increase in your sales I'll pay you a $250 bonus just for your trouble.

Wow, Chuck - so how much have you had to pay out?

ZERO! Yep, not a dime, cause one of two things will happen: (1) you will do the program - make more money - actually a lot more - and you won't want to quit; or (2) you'll find that the discipline is just too demanding and quit. I don't mean the program, I mean quit sales in general cause you aren't committed to your personal success.

Are you willing to access the POWER OF 25?

If you elect to use this - let me know just how much of an improvement you achieve in your sales.

Meanwhile, Happy Sales To You!