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

C P R for Sales In December

O.K. so it's December, the holidays are upon us, folks have too much to do, and you clients or customers want to wait till the new year to meet with you. Ouch! You last two paychecks have been less than needed. You're kids want something for Christmas that you just found out about - and as the old saying goes...the older the boy the more expensive the toy (that also applies to girls) - and you sure could use a bonus!

I need help fast. What can I do? My sales need help.

The prescription for a slump in sales - C P R!

C = Calls

When sales are down and yet the need remains the same and the customer base is stable - there is only one solution (and probably one that you won't want to hear) - but the solution is MAKE MORE CALLS.

The only way to make sales is to make contact with prospective buyers. Regardless of how you make the calls...it still comes back to make the calls. Across the board, when sales are down there is one primary reason - we didn't make as many calls as are needed. Especially during holiday periods one must make more calls and do more in order to maintain acceptable levels of sales results.

P = Prospecting

Now, I started off talking about calls. Calls are a first step, but the calls need to be to folks who have a reasonable chance of buying in the time frame you need. Your prospecting must be focused. I could make calls to people who may be buyers out in the future - say next spring. Sure enough I would be making calls, but they would be ineffective if I needed the sale now. Therefore, my PROSPECTING needs to be centered around people who "should" buy now.

R = Results

Gary O'Sullivan (quoted in this blog) has said, "Every day you don't prospect, the next day you must settle for a lesser degree of performance." Gary is 100% on target. Making calls to effective prospects will always yield results.

When the patient is dying and CPR is administered there are two things that are always present: (1) intensity and (2) frequency. If we are to survive the holidays with sales in tact we must increase our intensity and frequency with CP=R.

Happy selling to you.

Finding the Heart of Sales Success - A Simple Secret

A great friend of mine, professional speaker and author, Gary O'Sullivan, in his book, "Principle Power For Sales Success," shares a fundamental secret for those who achieve Sales Success consistently. http://www.garyosullivan.com/

Gary writes:

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:

1. 
   
   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.


2. 
   
   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.

Soaring Sales Success - How To Achieve Greatness

Welcome to the beginning of a new year! This is not only a new year for our sales team, but it could be a new year in our thoughts about sales and our thoughts about our successes.

So what's the "blog" thing about? Well to put it quite simply, it's a way to move us out of the dark ages of communication and to create a sales community that is interactive - a sales team that moves far beyond what we think we can do and takes us, through our collective effort, to a new level of personal and professional performance.

On a regular basis (daily in most cases), you will see postings from either myself as moderator or our Area Sales Execs...Doug, Scott or Andy. Together we will keep you informed, keep you on track and share in our overall successes. But this isn't about us...no...it's really about you - our professional team and the outstanding accomplishments that you bring to our customers, our company and share from yourselves.

From time to time we'll share video posts, much like the ones that you see to your right of this post. In this case, I selected some of the posts that were recently posted on "YouTube" from the Chamber of Commerce meeting that Laurel Land Fort Worth participated in. Most of the best ideas that become part of this meeting place will come from our best sources - YOU!

Likewise, to the right on this page you'll see places where you can participate in sales related polls. You're the ones out in the field selling...so if we need information, you'll be our best source. Feel free to vote. We will appreciate your input!

Each week we'll have a Sales Thougth for you to consider...to start with I've posted a thought from Anthony Parinello. Where will the thoughts come from? Sales leaders in our industry and around the country will be featured in this area. These should be thought provoking. Cause here's a reality check - if you want to be a top performer and achieve sales greatness - you have to think and act great...so what better way for us to help than to provide great SALES THOUGHTS!

Lastly, this is a forum. We want your comments. If you feel that you have something to add, by all means do so. There are some rules however: (1) don't post the name of customers or clients (any such posts will not be approved); (2) keep your comments to the topic at hand. One of the greatest benefits to a medium such as this is the ability to share ideas (especially those that you find work for you); and (3) respect the privacy of our company. We will not discuss issues that violate our company's Code of Business Conduct.

This forum is a general sales forum and as such will become a useful tool for us to grow as sales professionals. The best way for us to achieve Soaring Sales Success if to do what must be done, when it must be done - everyday!

Share your thoughts... We look forward to your input!