|
Take the Path of Most Resistance
Tuesday, June 12, 2012, 6:20 AM
[General]
To be successful in sales and business,Cheap Miami Dolphins Jerseys, you have to adapt to doing the difficult tasks that are associated with success. We can all think of and identify the numerous activities we know positively impact our performance, but are difficult to do and cause feelings of apprehension.
In prior columns,Cheap Donald Driver Jersey, I have written about one of my most effective business mentors who used to tell me "In order to be successful in sales,Cheap Mike Iupati Jersey, you have to find ways to enjoy doing the things you don't like to do." This continues to be the best piece of advice I have received in my selling career.
The reality for every sales person is there are many elements of the sales process that are not easy and give you feelings of apprehension and doubt. In order to break through the wall of mediocrity, take the path of most resistance and focus on the tasks that make you feel uncomfortable and are difficult do. If it feels normal, it is likely an activity that will not improve your sales performance.
There are many traits, habits and best practices that separate average from above and taking the path of most resistance is one that is often overlooked and rarely discussed. Do you think the most successful sales professionals really like prospecting? Doubtful. But they find ways to enjoy prospecting and discipline themselves to find parts of the process that they do like.
Take prospecting as an example. Most of the sales people I know don't jump out of bed in the morning and say, "I can't wait to go prospect!" It's not a secret that prospecting is a challenging task that requires great skill as well as mental stamina. We also know it is essential to the success of every sales professional and something we can never stop doing.
So then why do so many salespeople put off prospecting and find other sales related activities to occupy their time? There is one answer. Some people tend to take the path of least resistance and unknowingly fall into the trap of focusing on tasks that have minimal impact to their sales performance.
Prospecting is known as one of the most unnatural elements of the selling process. You are constantly rejected, which is something most people don't enjoy. You are forced to talk to strangers, which is something we have been conditioned not to do since we were children. We engage people in dialogue that is usually uninvited and unexpected. These steps in the selling process, along with a list of others are unnatural and awkward for most.
Instead of prospecting,Cheap Wilbert Montgomery Jersey, they will work on the report their manager asked for that is due in several days. Instead of talking to new people,Cheap Steve Atwater Jersey, they call customers with whom they already have a relationship. Instead of calling a new customer to ask for business,Cheap Plaxico Burress Jersey, they focus on the customers or accounts that they feel are more likely to say yes. This vicious cycle of avoiding the difficult elements of selling causes many sales professionals to fall into the rut of mediocrity.
|
Recent Blog Posts |