As a salesperson, you have many duties, tasks, and responsibilities. Completing all of your necessary tasks and duties is important, but it isn’t all that compelling. Instead of making it your goal to complete all of your required tasks, aim for something surpassingly better than “complete.”
Make it your goal to make every task, duty and responsibility rock.
Sales Reports that Rock
There are a number of reasons you may not like completing your sales reports. For many salespeople, the dread of reporting comes from not having anything very interesting to report. No activity, no fun reporting.
If you want to make your sales reports rock, do the brag-worthy work that will make it almost impossible for you to contain yourself waiting to report it.
Make your sales reports a textbook for how to be super effective in sales, and let your reports tell your story of how you opened new relationships, advanced opportunities, created value for and won your dream clients.
You can make your sales reports rock, but you have to change your mindset. You rock, your sales reports rock.
Sales Meetings that Rock
Sales meetings aren’t always the most thrilling way to spend an hour or an hour and half. Most of us would rather be in the field with our dream client.
If you want to make your sales meetings rock, go into them with a different mindset and take some new actions. Ask for the agenda ahead of time and study up on what is going to be covered, making a list of killer questions. When you get to the meeting, turn off your cellular phone and close your laptop.
Go into the meeting with the idea that you have to find the one or two ideas that might make a difference in your results. Instead of passively watching the clock or reading the dozens of emails that are sure to flood in an hour, ask your killer questions and become an active participant in the meeting—making sure that your engagement makes the meeting rock for everybody else.
What if you made you attendance a performance? A study in passionate engagement?
Your being deeply engaged and discovering one killer idea can make your sales meetings rock.
Sales Calls that Rock
You thought we were only covering the tired, boring sales-related tasks, didn’t you? Well guess what, lots of your sales calls don’t meet the threshold; they don’t rock. They’re more like chamber music.
To make sure your sales calls with your dream clients rock, you have to believe and behave like you are a performer, a rock star if you will. You have to take the time to research your dream client so you know how to make them feel that spending time with you was a good investment of their most limited resource. You have to set an agenda that makes sense and that creates value for them. You have to be deeply engaged and passionate about the sales call—even if you have made hundreds of similar sales calls.
I am certain the Rolling Stones aren’t all that amped up to play Satisfaction for the millionth time, but their audience never feels like they are going through the motions. They are the Rolling Stones because they bring it—even on Satisfaction.
Turn off the cellular phone. Close the laptop. Remember, your dream client is expecting a performance, and you have a choice. You can be one of the many salespeople who pass through, doing nothing noteworthy and easily forgotten. Or you can be a rock star and give a performance that will be remembered and talked about when you are gone.
Questions
How is the quality of your work affected by your mindset, by how you feel about the work?
How is the quality of your experiences affected by your mindset?
How do your feelings and your expectations about some work impact the quality of that work? How do your feelings and expectations impact about that same work impact your sales results?
What could the boring work of sales look like if you went into it with a different mindset and with a goal to making it something worth talking about?
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