Online Business Ingenuity

Day 49 – 316 days to go!

To build on the results you have already obtained you need to be constantly evaluating what you are doing, how you are doing and measuring your results.

A strategy I have used

First I ask the hard questions:

• What am I doing right now and what results are they specifically getting me?
• What results would I like and how does this compare to the results I am getting?
• To get the results I want – what is missing? Skill, experience, product quality etc..
• Do I really believe in what I am doing?
• Do I believe that my product/service will really help the prospect?

Once I have a clear understanding of where I am starting from, especially with my own belief system then I start building a vision (mission statement, vision board, clearly defined goal – all the same thing).

How do I do this? By answering the above questions:

• I know what I believe and any gaps I have in my beliefs
• I know the results I want and am settled that I have the right product/service.

Based on these answers:

• I will build a clear image of what a successful sales person does, thinks and believes
• I will watch videos or colleagues that are successful and add their qualities to my vision
• I will enact situations that had positive results enjoying the feeling, the emotions, the conversations.
• I will then take these qualities and add it to a negative result situation and re-enact the situation until (in my mind) it has a positive result
• I start visualising handling, coping and succeeding with difficult prospects that throw every objection from the rational to the irrational at me, with calm composure, with a smile and friendliness, building rapport and giving good, brilliant answers that meet their need and persuade them.
• Affirmations based on my vision: my favourite one that I use all the time especially in meetings going badly: ‘everything I need to succeed is within me right now’.

I keep my vision in my head, replaying it as often as I can. Before meetings, before phone calls, after meetings, in the car, when I am in a good mood, when I am in a bad mood, when I drink coffee, when I go to the toilet. The vision has to be a part of me, just like my breathing is – effortless.

Getting practical and measurable

It is great to sit and think, to hold the image in front of you. To mentally practice success over and over in all types of situations. However, we all need something to measure our progress by.

• What measurable results are you achieving?
• What measurable results are you capable of achieving?
• How can you measure results?

The most obvious measurable result is the money going into your pocket as a result of a sale. But what about other results? Turning hostile situations into friendly? Helping a prospect with something even though you don’t get a sale, which in turns creates a long term relationship? etc

Getting results builds confidence which in turn generates better results.