Peady’s Selling Engagement

It’s all over for another year, the crazy lead up to Christmas, the presents, the parties, New Year’s Eve, all over, done, just another memory or two.

Time to face 2016.

So what are your New Year’s selling resolutions?

• Creating more digital opportunities?
• Making more appointments?
• Undertaking further education or a short course?
• Spending more time prospecting?
• Improving the size of your average sale?
• Doing more networking on social media?
• Growing your current client base?

Most people give up

Most people give up on their New Year’s resolutions quite early; in fact it usually happens by about now, the third week in January. According to some recent research about 75% of resolutions “stick” for only one week and of the remainder only half of them are still in place six months later).

The reason for this is the difficulty in sticking to a new pattern or activity without a solid plan. I’m sure psychologists may have a more fancy sounding explanation, but I believe most resolutions fail because they lack real passion or a “why”.

Resolution or goal?

First, call the resolution a goal after all that’s what it is and then ensure the goal is specific, measurable, realistic and has a deadline.

Second, spend time thinking about what you would like to accomplish in the coming year. Decide on no more than 2 or 3 goals. Finally, write it down and include a “why”.

Let’s say you want to make more appointments. The goal could be written as:

“I will make a minimum of 3 face to face appointments every working day. These appointments will be made no later than lunchtime every Friday. This will increase the number of discovery meetings to 15 per week and allow me to create at least 7 selling opportunities. This will increase my monthly revenue by 20%”.

That short statement ticks the specific, measurable, realistic, deadline and why boxes.

2016

So what are you going to do in 2016 and when are you going to do it? How about today?

As motivational guru Tony Robbins once said: “A real decision is measured by the fact that you’ve taken a new action. If there’s no action, you haven’t truly decided”

Happy New Year!
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]