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Some questions for you…
Do you know where you’re heading? In work? Away from work? In Life? Where is it all leading to? Does it have to lead anywhere anyway? A bit deep for a Wednesday? Maybe. Let’s drill it down to your business, even your sales, especially your sales… What actions are you taking to get you to where you want to go?
That’s assuming you know where you want to go!
How much of a plan have you got? So many sales professionals I meet have lack-lustre goals, if they have any at all; “I want to reach budget”, “I want to achieve the annual bonus”, “I want to progress”, “I want more money” and so on. Often not specific. Often just so so.
How about sprucing things up a little?
You can have mere wishes…
…or you can have dynamic expectations that really motivate you to reach for the stars. When you have mediocre goals – and let’s face it, “I want to reach target” is fairly mediocre, you’re setting yourself up to be ordinary.
Shouldn’t you really be aiming for outstanding?
It’s wonderful to experience the curiosity and confidence of young children. They believe that everything is possible. But what happens between the age of children and teenage years? And beyond? Something comes up that gets in the way of those early dreams.
It’s all about expectations
I’m not sure who said this but I wholeheartedly agree with it… “You don’t get what you want in life; you get what you expect”. There’s a massive difference. Most people expect ordinary. In fact many sales people expect ordinary. Many business owners expect ordinary. That’s fine if you want ordinary – because that’s exactly what will show up… ‘better to aim low and not be disappointed’ and all that.
But what if you’ve had enough of ordinary? What if you want more? To start with, how about expecting more? What if you decide that instead of settling for mid table in your sales league you expected to be in the top three? Instead of growing your business at 5% next year, what if you decided to expect 10% growth? And instead of converting your leads at the same 25% as the last few years, how would expecting a conversion rate of 35% sound?
I don’t know where you are right now on your journey but what I do know is that most people who don’t achieve the things they want in life usually have pretty mediocre goals and mediocre expectations to start with.
How often do you start work with clear outcomes to achieve that day? How often do you set really aspirational objectives for the month? How engaged are you with the goals of your team?
How could you increase your expectations tomorrow? Or today! What would your new expectations be for Friday 20th June 2014? What does real sales success mean for you? Maybe in terms of units sold, revenue, profit, lead conversion? What should you really be expecting in your career between now and three years from now? Where do you expect to be? What are you expecting to be doing? And who with?
Play with this. Imagine. You already know that tomorrow’s realities start with today’s thoughts — so get thinking! Put some meat on the bones. Really raise those expectations. Get used to wearing them. Be comfortable with them. That’s where you’re heading after all.
Raise your expectations and you’ll have started a journey. A journey that will encourage your brain to deliver new, better and imaginative ideas to achieve those expectations and goals.
Think Big: Expect Big: Plan Big: Act Big
Until next time.
PS: Check out my recent article for O2’s “The Business” – Click Here to access “Losing Sales? Here’s Why”
For previous ‘Tricks of the Trade’ go here
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking