SELLING FOR LIFE

Nobody can go back and start a new beginning, but anyone can start a new ending.

If you are like most of us a few months ago you set some goals for 2013: Some business and some personal. As we close the door on the month of February, I have just one question, how are you doing?

When you take a look at your success formula, the metrics that drive your results, have you fallen off the wagon or are you steady on course?

No matter what the answer, we should periodically evaluate not just how we are doing but what we are doing.  I go through a check up every month with my coach not just on the what, but the how.  There are four questions I am always asking myself.

1. Do I have the right metrics?  In other words am I tracking the right behaviors that support an effective sales process?

2. Am I performing these behaviors with the right frequency?  Enough calls, meetings and introductions?

3. Am I performing at a high skill level?  Is my message compelling?  Am I accomplished at asking questions and listening?  Do I prepare a pre-call plan with each prospect in mind?

4. What do I need to stop doing?  Do I confuse busy with a sense of accomplishment?  We can all find things to do to avoid what we must do.

If your current results are not what you want them to be, decide what you will do today to change them?

Remember no new beginnings, but maybe just a few of the right changes could make all the difference when you get to December.

Well it's early August and in spite of the temperatures we know that Labor Day and back to school are just around the corner.  Hopefully you have been able to enjoy some time with friends and family.  I don't know about you but sometimes it takes a while to get the sales motor started after taking some time off.  As the late John Savage was fond of saying, "Anyone who would rather work than play, has never really played."  John would also say it's time to take a deep breath and get your second wind to finish out the year with extraordinary results.

As you begin the "second half" think about these ideas to help you finish strong.

1. Review your personal goals.  Do your activities reflect your commitment?

2. Do you follow an ideal week calendar?  In other words do you block out times for specific sales activities such as calling for appointments, asking for introductions and working "on" your business?

3. Do you set aside 15 minutes before you begin the day to prioritize what has to get done and when you will do it?

4.  Do you have someone you are accountable to, not just for your results but your behaviors?

Not an all inclusive list to be sure but some ideas that I hope will help.  Even though it's still "smokin hot" take a deep breath, get your second wind and let's go!