1. You have to know what you want -
this is the most basic question to ask yourself. You could say at the
start that you want to be successful or you want money but what does
that mean? The point is that you should be quite specific about what
you are going after.
If you are looking for higher profits
for your business, just how high are we talking about? You could say
'I would like to boost my net profits by 20%' instead of just saying
'I want bigger profits.'
2. Maintain a clear purpose. You have
to understand the reason that an action is being undertaken.
Otherwise you will wind up muddled.
3. Be aware of and utilize intent. This
concept of intent remains a very underrated component of success.
Your actions should contain a great deal of intent (meaning your mind
is focused with a firm resolve towards a purpose.)
Once you have intent, will follows
suit. This process requires you to tone your mind with mental
exercises that involve a conscious intention to pursue a certain
For example, you could set your goal,
visualize it completed, then go after the goal.
4. Set a commitment. This means that
you will have to dedicate yourself to a definite course of action. It
means that your commitment is binding.
You may not be aware of what you have
to do yet if you are committed to reaping success, you will exert the
effort to discover how.
5. You must be able to 'know your
story'. In other words, you have to be able to clearly define the way
your product, service, or experience is advantageous to you, other
people, as well as the world.
Without this, you will find it hard to
get the confidence of other people, regardless of what you are
presenting (i.e. healthcare, software, cars, or financial services.)
This is because you have to be convincing at articulating the value
of your work.
You can even opt to apply these methods
in other areas of your life such as social, community, family or
business. To check if it works, try taking a self test.
First, select which context this will
be used for (such as family, for instance.)
Then, ask yourself these questions:
1. Are you aware of what you
2. Can you identify the reason or purpose for
3. Do you have a clear intention of action?
4. Do you
have a definite commitment to it?
5. Can you clearly define the
advantages to yourself as well as to other people?
If you find that your questions turn up
something missing in that aspect of your life, or if you seem to be
running around aimlessly, then perhaps you need someone to coach you.
In the arena of sales, a good coach can
lend his trained eyes and ears to guide you on your journey.
she can define your direction, set the route, help you pursue
intentional action, and even assist you in removing blocks in your
To truly succeed in sales, it is
important to have a clear purpose for what you want to gain so that
you will receive the outcomes, values, and benefits of your goal.
But you also have to be disciplined and
tenacious so you will not get blown off course by the temptations,
setbacks, and obstacles that get in your way.
Another difficulty is that you might
make a decision or decisions that distract you from your goal and
prevent you from keeping up with the pace. It could be a lapse in
judgment or an action that circumstance has forced upon you.
You might occasionally wonder if the
way you articulated your purpose is realistic, if you can actually
achieve it. Be careful during these times not to self-destruct,
thereby destroying your career and long-term goals.
Your life mission is solely your
prerogative. No one can dictate this to you but yourself. What you
have to bear in mind is that thinking for the long term will help you
survive the long course of a career in sales with conviction and
drive to spare.
Once you venture into sales, you will
encounter a steady stream of challenges. At times like these, at the
end of the day, what will keep you going is that drive within you,
cultivated and nourished by yourself on a daily basis. Not some trite
phrase that someone else has spouted through a tape or piece of
paper, but the clearness of purpose that you developed at the start
of your career.
This means that you have to believe in
that clarity of purpose wholeheartedly and with all your soul. Not
only will it invigorate you but you will be rejuvenated by it
continuously, allowing you to recharge daily and keep up reserves of
strength during the toughest times.
Remember, by knowing your purpose to be
in sales, you will survive what can be a demanding, unforgiving and
downright cruel profession.
Clement is the Chief Coach for
BridgingPoints Sales Coaching Services which provides one to one
personalized coaching to improve sales performance. Go to http://www.bridgingpoints.com subscribe to Free newsletter that
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