Get Into The Habit

Aristotle said, “We are what we repeatedly do.  Excellence, then is not an act but a habit.

When you fall short of a goal do you ask yourself why?  Could it be that you have not developed the habits that provide the mental discipline to achieve them?

All of the successful salespeople I know have three things in common: They are goal setters. They know where they want to go and check their compass regularly to assess how they are doing.     They build a success formula with the right habits that provide the mental discipline to get there.

    1.  They are goal setters.  They know where they want to go and check their compass regularly to assess how they are doing.

    2.  They build a success formula with the right habits that provide the mental discipline to get there.

     3.  They execute on the behavior.

I think once you set your destination what is most crucial to getting there is forming the right habits.

Here are 5 habits I have seen from good salespeople.

1. They are always asking for introductions.  You cannot have too many people to talk to.
2. They prepare in advance for every call.  Professionals rehearse before the game, the concert or the performance.  Remember it might be their first time to see you even though you have done “this” before.
3. They prepare to ask great questions that create dialogue.  Think of the interviewers you have watched and observe how asking great questions gets the other person talking.
4. They stick to their sales process, getting commitment from the decision makers.  How many times do you hear think it over, we’ll get back to you etc?
5. Prospecting is job 1.  Whether it is face to face, on the phone, e-mail or sales 2.0.  Prospecting happens every day.

Suppose Aristotle was right, being excellent is a habit and it takes 21 days to form one, maybe even less if your desire and commitment are strong.  What are you waiting for?