| Have you ever wondered, "Why are some people | | | | Imagine that you sell 1 item for every 5 people you |
| successful in sales careers, while other fail?" Does | | | | make demonstration to. This means that 10 |
| that mean that successful salespeople are more | | | | demonstrations - 2 sales, 15 demonstrations - 3 sales. |
| gifted or talented? Maybe to some degree, but even | | | | This is not an easy routine to follow. But it is a must. |
| if you are extremely talented but lazy it won't get | | | | It takes at least 21 days of consistent activity to |
| you anywhere. | | | | form a habit - everything is hard at first but would |
| The reality is that the most successful people, not | | | | eventually work. To make it easier you must make a |
| only in sales, but generally in life are working very | | | | schedule and stick to it. |
| hard to achieve their goals. They have a strong | | | | Most important to have a good attitude is to do your |
| discipline and work on their goals no matter what. | | | | HOURS, CALLS and DEMONSTRATIONS. So, talking |
| Imagine a pyramid with the bottom representing a | | | | about my example above, all your efforts should be |
| cold calls or other form of first contact with the | | | | aimed at getting at least 15 demonstrations per day. |
| prospect and the top being the actual sales made. | | | | If you will be able to get to this point, you will be |
| The more room you have at the bottom, the more | | | | doing great in your new career. |
| you can build on top of it. | | | | Being on good schedule includes as well a right |
| Of course, your end goal is to get customers, but | | | | attitude - positive, "I can", problem solving, winning |
| that is not what you should focus on - you should | | | | attitude. If you work but don't have the right |
| focus on hours, calls, demonstrations (if you want an | | | | attitude, you are not on schedule. |
| A in an exam, you don't sit home and think about | | | | There are two kind of people - the ones who find a |
| getting an A, you spend time studying - actual work). | | | | way and the one who find excuses. |
| The low of average will do the rest of the work | | | | Remember, that winners don't have excuses. |
| here. | | | | |