The title of this article may remind you of an infomercial, or some sort of promo explaining the quick fix to winning at business sales. We’ve all seen them before: “5 Step Process To Lose Weight Fast” or “Become A Millionaire On The Side.” Haven’t we heard them all! They seem too good to be true – and usually, they are.
The process I’d like to share with you is easy to write out, but it’s very hard to fulfill. Only the best follow through – that’s why a lot of people who try their hand at sales fall flat on their face.
Most Sales People (MSP): “3 Simple Actions To Outsell Your Competition….”
MSP: “Are you kidding me?”
MSP: “So what you are saying is if I just do these 3 things you recommend, I am likely to be successful?”
Me: “No, not likely. You are guaranteed to be successful.”
Do I have your attention yet? What if I call it “3 SECRETS To Outsell Your Competition.” How about now?
The real secret isn’t the 3 simple actions below, it’s acting on them. Consistently maintaining these actions is the hard part of this equation. If it were easy, everyone would do it, right? Now that’s an infomercial you have heard before.
- Make A Written Plan: If you don’t have a plan, how do you expect to reach your destination? I am not just talking about annual goals. You should plan your year, yes. But also plan your quarter, month, week and even your day. It’s easy to let things get away if you don’t have a written plan for what you want to accomplish. Don’t miss your lifetime dream because you didn’t plan for it on a daily basis.
- Outline Your Obstacles: Everyone has obstacles. Sometimes we don’t even know we have them. Spend some time thinking about the things or people that can get in your way to derail you from reaching your goals. Is it watching TV instead of reading? Or eating lunch with a close friend instead of networking? What about coworkers or family/friends planting the seed of doubt in your head that you really can’t make it in sales? Whatever they are, know they are coming and don’t let it get in front of your train. Acknowledge your obstacles in writing to remind you of mental traps to avoid.
- Do It And Do It And Do It: While making a plan and outlining obstacles is vital, if you don’t act on that plan and avoid those obstacles there will be no destination, or even journey for that matter. Pick up the phone and call rather than relying on email. Drive to the middle of nowhere to land a new customer. Whatever it takes, make it happen. Be obsessed, or be average.
Are you thinking you are on your way? Or are you thinking you have a lot of work to do? Either way, it’s just fine. Here is the good news. While you are born with ability, most success in sales is a result of effort. If all else fails, simply outwork your competition and your chance for success exponentially goes up. Don’t blame marketing for lack of sales. Just work harder. Don’t complain, just do it…..and do it again.
“85% of your financial success is due to your personality and ability to communicate, negotiate and lead. Shockingly only 15% is due to technical knowledge.” – Carnegie Institute of Technology.
Now it’s your turn. Have you made a written plan?
Jack Silberman, Partner
Reliance Human Capital Management