YourSalesSuccess e-Zine # 077 – Will you achieve Great Things in 2017 ?
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Welcome to the New Year.
I hope 2017 will be a year of Excitement , Achievement and Prosperity for you.
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If you have a good memory you will recall that I wrote in my last email of 2016 not to expect my first email in 2017 till 12 January ….
Well, I’m late …
What happened ?
1) I was managing my daughter and son-law’s business for 7 days to give them a break over their busy summer holiday period (when they work 12 - 16 hour days) … they ran into some family and legal issues so my 7 days stint ended up becoming 12 days.
2) Then my other daughter ran into issues with an unhealthy mother in law and we ended up with those two grandchildren for 5 days … during summer holidays !
3) Then my wife’s car stopped running as did our swimming pool pump and our home air conditioner all while outside temperatures were around 35-42 deg C (95-105 deg F)
4) Oh and did i mention I had a tooth problem that
required root canal.
In short … LIFE happened … seemingly all at once.
So, I’m going to take a wild guess that many of your New Year’s Resolutions/Goals have fallen by the wayside already (or are under threat of doing so) …. due to …. LIFE
Now, what really interests me is your reaction to that.
You may be feeling deflated, unworthy, unhappy, hopelessness AND may even have given up on your goals.
OR you may have just shrugged it off and got back on track towards your goals.
So, I’m going to ask you about your goals and offer some advice on achieving them.
Are your goals big enough ?
Let me be blunt …
if you were to die on 31 Dec 2017 would your current goals still be your goals ?
e.g. If your sales goal was to “make
budget” would that be enough
e.g. if your goal was to take a weekend holiday would that be enough
And the thing with BIG GOALS is they demand things of us.
They demand decision, commitment, consistency, energy, enthusiasm, planning and education.
They challenge us.
They motivate us.
They bring out the best in us.
Do your goals for 2017 demand things of you ?
If they don’t, I’m going to ask that you “up the ante”.
As Michelangelo said,
“The greater danger for most of us lies not in setting our aim too high and falling short; but in setting our aim too low, and achieving our mark.”
So, I am going to assume you will take my challenge and set at least one BHAG (Big Hairy Audacious Goal - from the book “Built to Last”) for 2017.
I am also going to assume
you know about SMART goals and “breaking your goals down into small manageable steps”.
What could help you achieving that goal / those goals ?
Take a look around you and list things you can be grateful for.
Because doing so will begin to change your focus and your attitude and make you feel happier and science now tells us happy people produce more.
It also calms us (and stress tends to rob us of energy).
And finally it alters our focus to give more outward attention which is good for our soul and our sales.
2. Hope - (courteous of Dan Waldschmidt)
Having hope changes everything.
It gives you the courage to try something new. It gives you the stamina and
endurance to keep working even when it seems like what you’re doing isn’t paying off right now.
It’s a light at the end of the tunnel. The understanding that what you’re going through right now, the pain and fear and struggle — they aren’t forever.
But hope isn’t free. It comes at a cost.
You have to earn it. Work for it. Be in the game.
You have to do something different today than you’ve been doing every other day up to this moment.
You can’t just go through the motions and look busy.
And you can’t make excuses.
Hope is built on responsibility and accountability.
To be hopeful, you have to believe that your deliberate actions lead to results — good and bad.
You have to know that you can change your circumstances for the better. It has to be something deeply wired into your soul.
It’s not about what other people are doing. What they’re getting away with. When they seem to be luckier than you.
****** It’s all
about you. *****
What you can improve. What you can start. What you need to keep trying.
The negative people you need to avoid. The new skills you need to learn. The books you could be reading. The inspiration you need to find.
You already know what you should be doing. It’s probably scary and impossibly unreasonable. And you don’t feel like doing any of it.
Just remember — hope is earned.
3. Conscious Competence
One of the hardest things that we can do as sales leaders is become conscious of what the top sales performers do subconsciously.
Many top sales people will say,
“I don’t know, I just go out there and win the deal.”
Well, we need to become conscious of all of those steps that either we do along the way
So ask yourself, or your top sales reps these questions:
* What exactly did you do or did you say?
* What steps did you
* How many times did you call?
* What media did you use to reach out to those top performers?
Document what they do.
Draw out the top sales moves they use in a coaching call.
If you’re a top performer and you’re looking to be better at what you do, take someone with you, have them take a look at what your sales process is, have them ask you those questions, document them and write them down.
Why does this matter?
Because in order for you to get better, you have to create success on purpose. In order to create success on purpose, you have to know what’s creating success in the first place. Once you know that, you can replicate it.
4. Some Quotes to help you along the way
Motivation doesn’t last … neither does showering, that’s why you do it every day
When you’re willing to get out of bed earlier than feels
normal because you’re possessed by a sense of mission, you know you have enough desire.
When the voice and the vision on the inside is more profound, and more clear and loud than all opinions on the outside, you've begun to master your life.
John F. Demartini
Here’s a metaphor for life: life is a boat ride towards Valhalla. Do you want a boat with a rudder, so you can steer the darn thing, or do you want the waves to take you to whatever destination the fates whimsically choose for you?
This planet we live on is a wonderful, beautiful place, like a magnificent garden and I’m having a party … I’d like to invite you to join my garden party.
Rex Steven Sikes
Now here’s the thing … you thought I was writing this email for you …. NO
I am writing this for ME.
To remind me to stay on
track and go after those BHAGs and to be grateful and hopeful AND have the best 2017 that I can have.
It's no easier for me than it is for you or anyone else.
As the early part of 2017 showed me.
I stumble, I fall, I get discouraged.... I just have to remember to get back up again, be grateful for what I have, hopeful I can achieve what I desire and analyse what I have done and what worked and what didn't. Then do more of what worked and find mentors for the things I'm having difficulty with.
Remember This newsletter will contain sales related articles from other sales trainers that I find interesting and think worthy of passing on. Sometimes the articles will be ones I have written that I think are relevant for you. From time to time I'll include an offer to one of my products or perhaps a free webinar / broadcast I'm doing.
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Here's to YourSalesSuccess.
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My name is Greg Woodley. I have been a successful salesman for
23 years and would like to help other people achieve a successful
After retiring from full time work I decided to devote my
time to helping other sales people achieve their desires.
So, I have been studying coaching and training techniques to ensure I can help you
If you want to discuss a coaching relationship please contact me via the
following link and we can arrange a
free complimentary session
or perhaps you would like to check out some of my thoughts at my website by just clicking the "Home" link below