Think now of all your past successes. Think of your successes early in your career, early in your education. Think of any contest or competition you won, no matter how young you were. What quality did you have which helped you win? You still have it. Now is the time to harness this to help you overcome your roadblocks.
Every individual has a great deal more potential than they ever imagine. The goal or vision you have in your mind must be exactly right for you because no one else has that same vision.
Don’t let a simple roadblock stop you. Use your strengths to
d a y FRI d a y TH u RS d a y W Ed n ES da y Tu ES d a y mond a y Sund a
Summary
Today we studied the most important factors for implementing motivation and support
systems.
We saw that being in sales is much like running our own business. Our remuneration, or some of it, is often linked to our results. No sales = no pay. Thus we need to be our own coach, our own cheerleader, our own goal setter and our own creator of a structure for working that brings us success.
We also analysed the steps of the sales process that require the most support, and looked at ways we can get that support. We learned how to stay positive when the going gets tough, how to release negativity and how to eliminate the doldrums and self-criticism.
We looked at why we might dare to be different or to take the most challenging path.
And, most of all, we looked at the over-under-through method of overcoming
obstacles, which can be used not only in sales but also in all aspects of life.
Remember
When you come to a crossroad in life, take the most challenging path.
Fact-check (answers at the back)
1. What’s the key to getting support from people?
a) Being willing to give them reciprocal support o b) Deciding what kind of
support you want and asking for it specifically o c) Setting your goals, and
sharing your progress o
d) All of the above o
2. What is the first step to staying positive?
a) Noticing your thoughts o b) Eating a good breakfast o c) Working out every day o d) Meeting with your boss
in the morning o
3. What is the best way to eliminate the doldrums?
a) Taking time to acknowledge
what you do right o
b) Taking time to acknowledge
your persistence o
c) Acknowledging your
determination o
d) All of the above o
4. What’s important about keeping your morale high with regard to increasing your sales?
a) People will like you o b) It keeps you going o c) Your family will notice o d) You’ll feel good about
yourself o
5. What’s the most important step in creating success patterns?
a) Know what you want to do o b) Get permission from your
boss o
c) Have a positive attitude that
you can do it o
d) Write down your plan o 6. Why should you not wait
until you reach your goal to acknowledge yourself, but instead acknowledge your progress along the way?
a) To help you remember where you are going o b) To help you remember why
you are going there o c) Because it’s too long to wait
until the end o
d) To stay out of the doldrums and keep motivation high o 7. Why do most people find it
easier to criticize themselves than to acknowledge themselves?
a) Other people like it o b) They learned it in childhood o c) They’ve had years of
practice o
d) It feels right o
8. Why is it good to make a list of your skills and qualities and refer to it occasionally?
a) It brings a smile to your face o b) You get good ideas from
referring to it o
c) It boosts your morale o d) It helps you defend your
d a y FRI d a y TH u RS d a y W Ed n ES da y Tu ES d a y mond a y Sund a
9. What’s a good way to get around roadblocks?
a) Think of them as nothing more than challenges that help us
grow o
b) Go around them: over,
under or through o
c) Stop and do something else o
d) Both a and b o
10. What’s good about the following philosophy? ‘When you come to a crossroad in life, take the most challenging path.’
a) Challenges make us grow o b) It gives you more exercise o c) If we turn away from the
most challenging path,
we stagnate o
d) Both a and c o
Surviving in tough times
No one likes tough times. It brings fear to the marketplace. Employers don’t know if their customers will survive, or even if their suppliers will survive. The great news, however, is that there is never more demand for good salespeople than in tough economic times. Armed with
the skills described in these seven chapters, you’ll have the confidence and ability to find a rewarding, highly paid sales position.
Here are ten crucial tips to help you achieve that goal and make a big impact on your career.