Be Successful .Stop Quitting!
Why do we fail? Many times we don't really fail, we just think we fail because we don't meet our goal in the allotted time. In other words, we were either too tough on ourselves or time clocks are really badly set. But, if our deadline isn't realistic, it's not failure as much as it is timing. Make sure you have enough time to accomplish your goals. And if you need more, allow it.
EXAMPLE: Don't set a goal of becoming the company's top salesperson after your first year in the industry. Make that a goal for year two or three. Today, set a goal of 50 cold calls a day during the first month, and 10 sales. Set the next month's goal higher. If the top gun in your office does more, then plan to out work him or her; the results should follow.
So, you've got two major elements, setting the goal and establishing the time frame. What's missing? You need a plan of action.
EXAMPLE: You may have set a mini-goal of getting an appointment with a big account in the next month. That's good. It's an achievable goal in a reasonable amount of time. But, do you know how you're going to a get that appointment? You're going to call them? Great, but what if that doesn't work? What's plan B, send a letter? And C? You must have a plan (and alternates) to get that appointment, such as networking, contacts, tradeshows, etc.
Some goals take a lifetime! People who stick it out meet their goals more often than those who don't.
EXAMPLE: If you stop calling on the account that has refused to see you eight times you're certain to fail. You'll never see them again so you certainly won't sell them. But, if you hang in a little longer, your chances of success are much greater. Recently a reader told us that they succeeding in selling Big O tires. They had called on the account numerous times, and so had many others. In fact, the account had presentations from both Equifax Check Services and TeleCheck the week of his sale, however, with all these calls and companies, no one had previously mentioned a Multiple Check feature. Four Checks For Tires-Sold the Account. Persistence pays!
