By Wayne Berry, CSP (TOP GUN®)

In the last volume of Sales Manager Mgazine we said that achieving extra-ordinary results in sales, indeed in any area of one's life is really not all that difficult. We said that the secret was...TO ACHIEVE ABOVE AVERAGE RESULTS IN LIFE, simply look at what the average person does..... and DON'T DO THAT!

We discussed being above average with...

1. Goals
2. Work Ethic
3. Time Management

Here are two more areas where we can choose to be ABOVE AVERAGE, so we can achieve above average results.

4. Prospecting

During my sales workshops I sometimes have the sales people "brain storm" and come up with a list of essential skills that all sales people should possess today to ensure their success. More often than not, these are experienced sales people and you can imagine the long list 100 or more people can come up with. However 9 times out of 10, a very strange thing happens.

The skill of prospecting is not mentioned.

Just doesn't come up! It's not on anyone's list. Can you believe that?

I think I've worked out why. Most sales people don't like prospecting.
(Surprise, surprise!)

Why?

I believe it's because most sales people do it so badly that they get a very high degree of rejection. Let's face it, nobody likes rejection, and if rejection causes pain, naturally most people will want to avoid that pain. So they avoid prospecting. The consequences more often than not, are poor
or average sales results.

So if the average sales person is not good at prospecting, and doesn't prospect enough, do the opposite. Become outstanding at prospecting.

Prospect more for new business than the average sales person does. If you want to be successful in sales you've got to be good at prospecting, or be lucky enough to have a company which provides you with an endless supply of high quality, qualified leads. I know a few sales people who are in that fortunate position, but they are in the minority.

Prospecting like any skill can be developed. The more skilled we become, the better we become at it. The better we become at it, the more success we will enjoy. It's that simple.

How can you develop this skill?

Find a good book on prospecting. Attend workshops on prospecting (we offer very good one). Get some tapes. Do what ever it takes, and then get active - no hyperactive with your prospecting. You'll be amazed at the difference it makes.

5. Persistence

Here's a short formula for success.

a. Find a good idea.
b. Take MASSIVE action on that idea
c. PERSIST until you succeed.

Here's a short formula for failure.

a. Find a good idea.
b. Procrastinate about taking action on that idea
c. Try it a few times and quit if it doesn't work immediately.

That's the formula followed by the average person, which is why they will always be average.

So many people lack the persistence to keep on going when the going gets tough. Of course it will get tough when you are attempting to do something for the first time. You can expect that almost every time, so why be surprised?

A few years ago I was in Washington DC and visited the Smithsonian Institution. I was surprised and delighted to see an exhibit of some of Thomas Edison's "failed" experiments, as well as his successful experiments. I say delighted because I think we can learn a great deal through "failure".

These experiments were performed as he attempted to perfect the incandescent light globe. You probably know the story. Edison "failed" more than 1000 times as he searched for a filament that would conduct an electric current, emit light and not burn out within a few seconds. He "failed" and persisted. He "failed" again, and he persisted again, and again, and again, until he succeeded. That was Edison's "magic" formula for success. It made him one of the most successful inventors of his time.

Of course it also takes courage and faith to be persistent, but Edison knew
that these "failures" were not failures at all. They were all learning experiences. Edison is reputed to have told a newspaper of the time that he hadn't failed more than 1,000 times in his quest. He'd simply discovered more than 1,000 ways not to make a light bulb. Indeed as he persisted with some of his other experiments, he developed inventions which were not what he intended at all. In some cases they were much bigger and better inventions than he had originally intended. What luck eh?

Not really. I think we can learn a great deal from Edison about persistence.

So if the average sales person is not persistent and gives up early, do the opposite.

Develop the habit of persistence. If you think you have a good plan, hang in long after the average person would have given up.

Like Edison, I think I now know about 1000 ways not to succeed in sales. I've done them all, and learnt from them. And again like Edison I've always found that the more persistent I am, the luckier I get.

Over the next week consider these two areas and ask yourself the question.

Am I doing what the average person does in these areas of my life?

Or am I doing the opposite? Decide to become an above average person in these areas if you are not already.

In the next volume of Sales Manager Magazine, I'll have a few more for you. See you then. In the mean time...

Have a great week. Make it a great week!

Wayne Berry is Australia's TOP GUN® Sales Coach and most in-demand speaker on Sales, Sales Management and Negotiating. Author of the best selling book “How To Negotiate And Get The Best Deal Every Time” (Also available on CD). Wayne Berry also presents seminars and workshops and speaks at conferences on negotiating.

For further information go to his site or email Wayne Berry on the address below:

Web Site: www.wayneberry.com.au
email: wayneberry@topgunba.com.au

[Back to archive]

PROMOTION

DISCOVER HOW TO NEGOTIATE AND GET THE BEST DEAL EVERY TIME!

Become a Top Gun Negotiator with this BRAND NEW DVD VIDEO programme
from Wayne Berry, Australia’s TOP GUN® Negotiator Coach.

To find out more email Wayne Berry with “Please provide details on Wayne berry’s new release DVD video on negotiating. My details are below” in the subject line.