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Casual Articles - Get Leverage & Increase Your Sales Results Immediately!
December is a month in which many organizations make plans for the coming year. Now is a great time for you to look at your marketing systems for attracting and retaining customers.Although front end systems such as advertising, public relations, press releases, direct mail, sales letters and promotional items are important, equally as important as what you and your staff do after you gain new customers. It never ceases to amaze me how companies will invest money in campaigns to gain new customers yet have no system to build and maintain those relationships they were so eager to attract in the first place. Having a system in place to keep your name in front of existing and potential clients is a very important part of a great marketing campaign. Additionally, having programs in place that make it easy for people to do business with you is essential to the health of your bottom line.Any company that depends on repeat business absolutely must have a good customer retention system in place in order to thrive in today’s competitive environment. Time and again I have seen this as the primary area of businesses where companies don’t succeed at the level they are capable of - especially in small businesses. The thinking with many people is, “If they want my services, they know where to find me.” While a potential customer is looking for you, your competition’s marketing systems may find them first!As an example, a pet store offering grooming services could increase revenues by having a reminder system in place to notify the customer when their dog is due for
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So ta
Three primary investment forms are commonly used by foreign companies to establish a permanent presence in China -- the Sino-foreign Joint Venture, the Wholly Foreign Owned Enterprise, and the Representative Office.Sino-Foreign Joint VenturesThis investment form requires the foreign company to team up with a Chinese partner. As Chinese companies are typically short on money (particularly hard currency), the foreign partner usually provides the bulk of the funding while the Chinese partner supplies land use rights, deals with the Chinese bureaucracy, and helps recruit employees for the venture.Sino-foreign Joint Ventures can be divided into two types -- (1) Equity Joint Ventures, and (2) Cooperative Joint Ventures (also known as Contractual Joint Ventures). In an Equity Joint Venture, the parties are obligated to divide their respective contributions to the joint venture (whether in cash or in kind) into discrete ratios, which ratios must be strictly adhered to when apportioning profits both during the venture’s operation and after liquidation. In a Cooperative Joint Venture the parties need not calculate a contribution ratio for each partner and thus may freely apportion profits according to the terms of a negotiated Joint Venture Agreement. Cooperative Joint Ventures are often used for Build-Operate-Transfer (BOT) projects.Wholly Foreign Owned EnterprisesKnown affectionately among old China hands as the WFOE (pronounced ‘woofie’), this investment form allows 100% foreign ownership. It is attractive to the increasing number of foreign inv
For a lot of business people this sums up the selling experience!
Most people that I speak to who are involved in sales freely admit that they don’t focus on new business enough or that they frequently put off new business generation to do something else instead. This seems surprising when every business person knows that new business generation is essential to helping them to hit target, push them over target or build the business that they desire.
Given this – why is it that we so often don’t take action?
A large percentage of people that I speak to complain that sales isn’t seen as professional and that they don’t consider themselves as doing a professional job. When I ask them when they last read a book or attended a seminar on selling, communications or motivation they look at me like I’m stupid.
90% plus haven’t read a book in the last year and …well over 80% have never read a book on selling!
Is it any surprise then that they feel unprofessional?
Question.
Would you consider a brain surgeon with no training and who had never read a book or attended a seminar? I don’t think so!
So why is this the case?
I believe that it simply comes down to leverage. We often know what we need to do but it’s just easier not to do it. Think about it for a second. Have you ever thought that you really needed to so some cold calling? You maybe got the client list together, got yourself a coffee and sat down to do it. All ready to go but then you ended up going through your email inbox! I think every business person has done that because sometimes it’s easier just not to do it!
As we’re still at the start of 2005 I decided today that we should focus on what you want and on how to get leverage so that you feel compelled to take action right now. Record the results of your findings in your sales success log and remember … the more detail you go into, the greater the leverage … the greater the leverage, the more the call to action.
But before we do this… consider the fact that according to all of the statistics - you are about to catapult yourself into the elite group of sales winners!
Why?
* 90% of sales people don’t buy books or listen to audios
* 90% of books / audios won’t be read / heard past the first chapter
* 80% of readers / listeners won’t take any action
That means that if you read AND take action you will be part of an incredibly elite group! Interested?
Where are you now?
No seriously! Where are you now? When I work with individuals and teams I have discovered that it takes an incredible amount of courage and honesty to really investigate where we are currently. In life we all live in our own perceptions of the world – prejudiced by the spectacles that we habitually wear. If you are going to make a radical difference to any area of your life it is essential that you break through this barrier and be honest with yourself. Only by taking this crucial step will you get what you want.
Over the course of the next few minutes I am going to ask you some questions. The more time you take to really consider these and think through the answers, the more they will help you to get leverage. I strongly recommend that you record the questions and the answers into your Sales Success Log (SSL).
Questions to Ask Yourself
What is the most pressing issue or challenge that you face with new business generation at the moment?
If you were to know, what is the biggest issue that you need to resolve at the moment such that if you solved it you would make a major breakthrough?
Sometimes this question isn’t so easy to answer. Keep asking it of yourself over and over. Let’s face it, if this was dead easy, everyone would do it and then you’d only be keeping up not getting ahead!
Typical answers include:
* I don’t have enough time to generate new business
* Making excuses
* Fear of rejection
* Not confident enough
* Not enough training, knowledge, support, back-up etc.
* Market depressed
* Client rejections
* Price
* Existing supplier relationships
* No database
* Unqualified leads
* And many, many more…
Am I sure that I understand this issue fully?
Sometimes the presenting issue is not the real issue at all.
Before we carry on you need to ensure that you have a full understanding of the issue at hand.
* What is really going on here?
* How long has this issue been going on?
* Have I always considered it a challenge?
* How bad are things really?
* Is this worth working on?
For the rest of this exercise I am going to use fear of rejection and not having enough time as my examples. I will be basing my answers on typical answers given by coachees in sessions that I run.
Fear of rejection. “Before I even make the call I am worried that the client will reject me. I wasn’t always worried about this. When I first started selling I didn’t care at all. I guess that I started to feel this way about 3 months after I started. I seem to get rejected much more often now and, if I’m honest I do very little new business generation. This is definitely worth working on as my lack of proactivity is effecting my business.”
I don’t have enough time. ”I think that this is more wrapped up with the fear of rejection. I am very busy but generally I do make excuses when it comes to cold-calling. If I didn’t have the fear of rejection I am sure that I could find the time. I started finding things to do as soon as I started to win my first clients and things have really got pretty bad now. If I were to lose a client I really have no back-up as I haven’t been focusing on new business generation at all recently.”
What is the Impact of This Problem on Me?
Now… I said that you had to be honest! Ask yourself…
* How is this problem currently impacting on me?
* What results am I getting due to this problem?
* How are these results impacting me; my team; my business?
* When I consider this impact how do I feel about it?
Remember to consider each incidence separately.
Fear of rejection. “I’m not doing hardly any new business generation. I know that this is impacting my potential client base. I used to bring on new clients quite regularly but I can’t remember the last time that I brought on a really new client. My team don’t really see me as a new business winner and I know that the boss thinks that I only “cherry-pick” easy business. his makes me feel annoyed as I know that I can be better than this. What’s more I think that I am less confident in my dealings with existing clients and this is impacting my potential revenues.”
I don’t have enough time. “Because I don’t make the time to generate new business I am sabotaging my own chances of success. When the others are doing business generation I am usually doing administration. I’m not really part of the team because of this and it upsets me.”
What Future Consequences Will Your Problem Bring?
Quite often when we don’t do something right now it doesn’t really matter. Doing exercise today or not doing exercise today will do little (or nothing) for your fitness levels, your physique or your health. When considered over a larger period of time however daily actions such as exercise will determine massive differences in the results that you get.
When considering your actions and their consequences you need to look at the long-term. It’s important that you take time to really think through and picture these consequences. The more real they are for you, the more leverage for change will be created.
Questions to ask yourself…
* If nothing changes in your current situation what will the consequences be?
* What’s the likely outcome of your continued action (or inaction)?
* What consequences will this have on your sales career, finances, business, promotional prospects and self-esteem?
* What’s at stake for you?
* How will others such as your family, friends and acquaintances be affected?
* How do you feel about this course of events?
Fear of rejection. “Ultimately, I will not have enough business coming in and I will probably be sacked or go bust. No business can survive without new sales. I have been quite ambitious in the past and have taken on loans for cars and a new house. If I don’t make the sales then I could easily lose these. My industry is quite small and it would not be good for my reputation or future employability if I were sacked or made redundant. I would hate the thought that I had failed to do my job. If I lost my house it would put an incredible amount of pressure on my family life too as we are hoping to have a baby next year.”
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So tak
With energy costs increasing every day, many contractors are not using this “energy crisis” as a valuable way to increase new clients. Contractors, regardless if you are an HVAC contractor or a windows installer, can create a marketing angle and system that utilizes this energy crisis, to promote your products and services that will benefit the homeowner in the long run. As I am always telling my clients, educating your potential clients is the first step to having a long lasting relationship. Simply replacing windows, installing a new furnace, or even adding on a new room, energy efficiency should be important. Important enough that contractors need to emphasize this in their marketing materials. Each marketing piece that you create, should promote the actual dollars they will be saving by using your specific services and products. For example, if you are a full design remodeling contractor who occasionally does replacement windows, creating a marketing campaign for windows, with the message that with the installation of energy efficient windows, will lower the homeowners utility bills, allowing homeowners in the long run to expand their home, request more of your services or simply have lower monthly costs with an energy efficient house. A vital part of this energy efficient marketing is to educate not only your marketing department, but also your sales staff. If your sales force “buys in” to the benefits of “energy efficiency” then it will take your marketing and closing ratio a little bit higher. If you do not want to create
But before we do this… consider the fact that according to all of the statistics - you are about to catapult yourself into the elite group of sales winners!
Why?
* 90% of sales people don’t buy books or listen to audios
* 90% of books / audios won’t be read / heard past the first chapter
* 80% of readers / listeners won’t take any action
That means that if you read AND take action you will be part of an incredibly elite group! Interested?
Where are you now?
No seriously! Where are you now? When I work with individuals and teams I have discovered that it takes an incredible amount of courage and honesty to really investigate where we are currently. In life we all live in our own perceptions of the world – prejudiced by the spectacles that we habitually wear. If you are going to make a radical difference to any area of your life it is essential that you break through this barrier and be honest with yourself. Only by taking this crucial step will you get what you want.
Over the course of the next few minutes I am going to ask you some questions. The more time you take to really consider these and think through the answers, the more they will help you to get leverage. I strongly recommend that you record the questions and the answers into your Sales Success Log (SSL).
Questions to Ask Yourself
What is the most pressing issue or challenge that you face with new business generation at the moment?
If you were to know, what is the biggest issue that you need to resolve at the moment such that if you solved it you would make a major breakthrough?
Sometimes this question isn’t so easy to answer. Keep asking it of yourself over and over. Let’s face it, if this was dead easy, everyone would do it and then you’d only be keeping up not getting ahead!
Typical answers include:
* I don’t have enough time to generate new business
* Making excuses
* Fear of rejection
* Not confident enough
* Not enough training, knowledge, support, back-up etc.
* Market depressed
* Client rejections
* Price
* Existing supplier relationships
* No database
* Unqualified leads
* And many, many more…
Am I sure that I understand this issue fully?
Sometimes the presenting issue is not the real issue at all.
Before we carry on you need to ensure that you have a full understanding of the issue at hand.
* What is really going on here?
* How long has this issue been going on?
* Have I always considered it a challenge?
* How bad are things really?
* Is this worth working on?
For the rest of this exercise I am going to use fear of rejection and not having enough time as my examples. I will be basing my answers on typical answers given by coachees in sessions that I run.
Fear of rejection. “Before I even make the call I am worried that the client will reject me. I wasn’t always worried about this. When I first started selling I didn’t care at all. I guess that I started to feel this way about 3 months after I started. I seem to get rejected much more often now and, if I’m honest I do very little new business generation. This is definitely worth working on as my lack of proactivity is effecting my business.”
I don’t have enough time. ”I think that this is more wrapped up with the fear of rejection. I am very busy but generally I do make excuses when it comes to cold-calling. If I didn’t have the fear of rejection I am sure that I could find the time. I started finding things to do as soon as I started to win my first clients and things have really got pretty bad now. If I were to lose a client I really have no back-up as I haven’t been focusing on new business generation at all recently.”
What is the Impact of This Problem on Me?
Now… I said that you had to be honest! Ask yourself…
* How is this problem currently impacting on me?
* What results am I getting due to this problem?
* How are these results impacting me; my team; my business?
* When I consider this impact how do I feel about it?
Remember to consider each incidence separately.
Fear of rejection. “I’m not doing hardly any new business generation. I know that this is impacting my potential client base. I used to bring on new clients quite regularly but I can’t remember the last time that I brought on a really new client. My team don’t really see me as a new business winner and I know that the boss thinks that I only “cherry-pick” easy business. his makes me feel annoyed as I know that I can be better than this. What’s more I think that I am less confident in my dealings with existing clients and this is impacting my potential revenues.”
I don’t have enough time. “Because I don’t make the time to generate new business I am sabotaging my own chances of success. When the others are doing business generation I am usually doing administration. I’m not really part of the team because of this and it upsets me.”
What Future Consequences Will Your Problem Bring?
Quite often when we don’t do something right now it doesn’t really matter. Doing exercise today or not doing exercise today will do little (or nothing) for your fitness levels, your physique or your health. When considered over a larger period of time however daily actions such as exercise will determine massive differences in the results that you get.
When considering your actions and their consequences you need to look at the long-term. It’s important that you take time to really think through and picture these consequences. The more real they are for you, the more leverage for change will be created.
Questions to ask yourself…
* If nothing changes in your current situation what will the consequences be?
* What’s the likely outcome of your continued action (or inaction)?
* What consequences will this have on your sales career, finances, business, promotional prospects and self-esteem?
* What’s at stake for you?
* How will others such as your family, friends and acquaintances be affected?
* How do you feel about this course of events?
Fear of rejection. “Ultimately, I will not have enough business coming in and I will probably be sacked or go bust. No business can survive without new sales. I have been quite ambitious in the past and have taken on loans for cars and a new house. If I don’t make the sales then I could easily lose these. My industry is quite small and it would not be good for my reputation or future employability if I were sacked or made redundant. I would hate the thought that I had failed to do my job. If I lost my house it would put an incredible amount of pressure on my family life too as we are hoping to have a baby next year.”
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So ta
The language is English and the French are upset.In October of this year a winning logo to celebrate the 50th anniversary of the Treaty Of Rome (The Birth of the European Union) was designed by a Polish artist and appears officially in English and the French are upset because the official version appears in English. You can get all the other EU of the logo also.The French and the English have been squabbling for centuries (a polite euphemism for fighting each other) ever since William the Conqueror came from France and helped himself to England and subsequently the English went back and took large parts of France. Now Mme Royal the Socialist contender for leadership of France says that the UK must choose between the EU and the US to ally itself with. Since the US rescued us both in World War 2, this does all seem very silly and regrettable.We have some really serious and tragic issues that we all must deal with on a global basis and countries with basically the same educational background and values simply cannot go on bickering between themselves. We should address those issues as citizens of the World and look after each other.In the language jobs market, it would be easier if we all spoke one language. Once someone said we should all speak a common language and so Esperanto was born. “Esperanto is most useful for neutral communication. That means that communication through Esperanto does not give advantages to the members of any particular people or culture, but provides an et
* No database
* Unqualified leads
* And many, many more…
Am I sure that I understand this issue fully?
Sometimes the presenting issue is not the real issue at all.
Before we carry on you need to ensure that you have a full understanding of the issue at hand.
* What is really going on here?
* How long has this issue been going on?
* Have I always considered it a challenge?
* How bad are things really?
* Is this worth working on?
For the rest of this exercise I am going to use fear of rejection and not having enough time as my examples. I will be basing my answers on typical answers given by coachees in sessions that I run.
Fear of rejection. “Before I even make the call I am worried that the client will reject me. I wasn’t always worried about this. When I first started selling I didn’t care at all. I guess that I started to feel this way about 3 months after I started. I seem to get rejected much more often now and, if I’m honest I do very little new business generation. This is definitely worth working on as my lack of proactivity is effecting my business.”
I don’t have enough time. ”I think that this is more wrapped up with the fear of rejection. I am very busy but generally I do make excuses when it comes to cold-calling. If I didn’t have the fear of rejection I am sure that I could find the time. I started finding things to do as soon as I started to win my first clients and things have really got pretty bad now. If I were to lose a client I really have no back-up as I haven’t been focusing on new business generation at all recently.”
What is the Impact of This Problem on Me?
Now… I said that you had to be honest! Ask yourself…
* How is this problem currently impacting on me?
* What results am I getting due to this problem?
* How are these results impacting me; my team; my business?
* When I consider this impact how do I feel about it?
Remember to consider each incidence separately.
Fear of rejection. “I’m not doing hardly any new business generation. I know that this is impacting my potential client base. I used to bring on new clients quite regularly but I can’t remember the last time that I brought on a really new client. My team don’t really see me as a new business winner and I know that the boss thinks that I only “cherry-pick” easy business. his makes me feel annoyed as I know that I can be better than this. What’s more I think that I am less confident in my dealings with existing clients and this is impacting my potential revenues.”
I don’t have enough time. “Because I don’t make the time to generate new business I am sabotaging my own chances of success. When the others are doing business generation I am usually doing administration. I’m not really part of the team because of this and it upsets me.”
What Future Consequences Will Your Problem Bring?
Quite often when we don’t do something right now it doesn’t really matter. Doing exercise today or not doing exercise today will do little (or nothing) for your fitness levels, your physique or your health. When considered over a larger period of time however daily actions such as exercise will determine massive differences in the results that you get.
When considering your actions and their consequences you need to look at the long-term. It’s important that you take time to really think through and picture these consequences. The more real they are for you, the more leverage for change will be created.
Questions to ask yourself…
* If nothing changes in your current situation what will the consequences be?
* What’s the likely outcome of your continued action (or inaction)?
* What consequences will this have on your sales career, finances, business, promotional prospects and self-esteem?
* What’s at stake for you?
* How will others such as your family, friends and acquaintances be affected?
* How do you feel about this course of events?
Fear of rejection. “Ultimately, I will not have enough business coming in and I will probably be sacked or go bust. No business can survive without new sales. I have been quite ambitious in the past and have taken on loans for cars and a new house. If I don’t make the sales then I could easily lose these. My industry is quite small and it would not be good for my reputation or future employability if I were sacked or made redundant. I would hate the thought that I had failed to do my job. If I lost my house it would put an incredible amount of pressure on my family life too as we are hoping to have a baby next year.”
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So ta
We were all born salespeople. Over the years we have been brainwashed by our family members, our friends and other uninformed people on how NOT to sell, or at least not to sell naturally.Some of the best salespeople don't think of themselves as salespeople. They think of themselves as people that "enjoy" other people.Do you know how to ask questions? Do you know how to listen? Do you know how to carry on a conversation?These are all natural sales skills that we all possess. These are also skills that can be improved dramatically with proper sales training.What Makes A Good Salesperson?Sales is a hot career these days, with many big organisations eager to hire top salespeople.Partly due to the Internet,salespeople need different skills now than they did in the past. So much information is easily available to people that they can get detailed product descriptions,compare products and services online. Selling now is not about "hawking" a product, describing its features, etc. Instead of communicating value, customers want you to create value.For example, you might want to arrange with your IT department to design a way for the customer to order your product more easily.At times, you can also identify a way to build more unique customisation into your product or service so that it suits your customer's exact need.These days,people are looking to salespeople who are honest, have integrity, are truthful, and most importantly, care about the needs of their clients and possess a genuine desire to serve them.
I don’t have enough time. “Because I don’t make the time to generate new business I am sabotaging my own chances of success. When the others are doing business generation I am usually doing administration. I’m not really part of the team because of this and it upsets me.”
What Future Consequences Will Your Problem Bring?
Quite often when we don’t do something right now it doesn’t really matter. Doing exercise today or not doing exercise today will do little (or nothing) for your fitness levels, your physique or your health. When considered over a larger period of time however daily actions such as exercise will determine massive differences in the results that you get.
When considering your actions and their consequences you need to look at the long-term. It’s important that you take time to really think through and picture these consequences. The more real they are for you, the more leverage for change will be created.
Questions to ask yourself…
* If nothing changes in your current situation what will the consequences be?
* What’s the likely outcome of your continued action (or inaction)?
* What consequences will this have on your sales career, finances, business, promotional prospects and self-esteem?
* What’s at stake for you?
* How will others such as your family, friends and acquaintances be affected?
* How do you feel about this course of events?
Fear of rejection. “Ultimately, I will not have enough business coming in and I will probably be sacked or go bust. No business can survive without new sales. I have been quite ambitious in the past and have taken on loans for cars and a new house. If I don’t make the sales then I could easily lose these. My industry is quite small and it would not be good for my reputation or future employability if I were sacked or made redundant. I would hate the thought that I had failed to do my job. If I lost my house it would put an incredible amount of pressure on my family life too as we are hoping to have a baby next year.”
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So ta
I hear excuses every day. Reasons people can't get a job as a pharmaceutical sales representative. If you're in this situation and can't find your way out, know this - 90% of the time the "reasons" you can't get a job as a pharmaceutical sales representative have been planted in your head by someone who doesn't want to see you succeed. I'm here to tell you, if you want a job as a pharmaceutical sales representative, you can have it.Here are the top 10 myths keeping you from getting a job as a pharmaceutical sales representative.1. You don't have a science background.If you're letting this hold you back, you just haven't done your research. While a science background could certainly be beneficial as a pharma rep, one is definately not necessary. I've known many successful drug reps who have degrees in Literature, English, Political Science, Economics, Marketing, Art, and History. A four year degree is almost always a necessity. A degree in science most certainly is not.2. You're too oldWhat a bunch of garbage! I can tell you that this, often self enforced, roadblock comes from the perception that all pharmaceutical sales representatives are often young, attractive, fresh-out-of-college-go-getters. Again . . . not true. For more on good lucks, please move forward.3. You're not a supermodelThis one really gets under my skin. A recent New York Times article pointed out that pharmaceutical companies look to hire young ladies who have recently turned their spirit fingers after long careers as cheerleaders. As a phar
I don’t have enough time. “If I don’t create the time to generate new business I won’t make any sales and I will lose my job. This will make me unemployable as my reference would be poor. I wouldn’t be able to keep up the car payments or my mortgage. This would create massive family tensions and personal stress.”
Take Personal Responsibility
People often ask me what the differences are between great salespeople and sales superstars. This is a truly great question which, I believe, has several answers. High up on my list would be that sales superstars’ take personal responsibility for their success no matter how hard things around them may get. Only by taking total personal responsibility can you become totally accountable for the results that you get.
Keeping this foremost in your mind consider how you contributed to the current situation or problem?
I totally accept that your initial answer may well be that you didn’t contribute. For many people this way of thinking represents a quantum leap in their habitual behaviour so it may not come easily.
Keep asking yourself…
If I knew, how have I contributed to this current situation or problem?
Fear of rejection. “I have allowed myself to fall prey to my own imagination and become fearful of generating new business. I have focused on the times that I have not succeeded rather than the times that I have. I have listened to people around me who are not getting results rather than focusing only on those who are peak performers.”
I don’t have enough time. “I have allowed myself to make excuses and rationalise my own behaviour because of my fear of rejection. I have listened to and adopted the mindsets of other salespeople who are making excuses rather than taking action.”
Do You Want to Change Now?
Before we start talking about what you want instead I think that it’s important to know that you do want to change now don’t you. So take a moment and consider…
* What you will gain when you resolve this situation?
* What results will you begin to get and why will you enjoy them?
*How do you feel about your decision to move towards a satisfactory solution?
Fear of rejection. “When I let go of the fear I will be able to generate new business confidently and professionally. This will allow me to take control of my own destiny whatever sales challenges are thrown into my path. I will begin to create new client relationships, new sales and new opportunities. Knowing this makes me feel alive and ready to get going.”
I don’t have enough time. “I will gain the ability to choose how I spend my time rather than being dictated to by my irrational fear. I can concentrate on planning my sales campaign so that I gain maximum benefits from my efforts. I feel excited at the possibilities ahead.”
You + 100% Commitment
Many times in my programmes I ask you to commit yourself to action. In the minds of sales superstars there is no greater commitment than to yourself. Grab your Sales Success Log and answer the following questions…
1. What is the most powerful and congruent step that you can take right now?
2. What’s going to get in the way of you taking it?
3. How are you going to deal with this challenge?
4. When will you start and complete this step (put a date on it)?
My suggestion is that you sign and date your commitment to this step.
Welcome to the new you … let’s get going!
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