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Written by Justyn Howard
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Wednesday, 01 October 2008 00:00 |
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Think about the last 30-60 days of your sales career. Think about the times that you were thoroughly and genuinely charged up about what you were doing. If you've been in a slump you may have to go back a little further. Now see if you can identify the circumstances which unleashed that enthusiasm. Recreate those circumstances as often as possible.
All other things being equal, enthusiasm alone can double your sales. Something in your entire presence changes when you're truly passionate and motivated, and it resonates with everyone you encounter. This doesn't just seem like common sense, it is common sense. That doesn't mean we can't all use a reminder.
If chatting up your clients for referrals is something you enjoy, but cold-calls feel robotic and depressing, guess which one you should be spending your time on? The only metric that matters to your bank account is results! I'm not suggesting you stop padding your pipeline, I'm telling you to do it in ways that keep you driven and get results.
Never do things just to stay busy. I've seen too many sales professionals who will simply go through motions because they were taught to do so. 100 dials and the very few conversations that result, in which you're professionalism and credibility are immediately questioned, are naturally going to suck the life out of you. Contrary to what the books may teach, we don't live in a "100 Calls-10 Connects-3 Appointments-1 Sale" world anymore.
You are the only one who knows what lights your fire. Do the things that bring out your passion for your career and keep you going.
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