Sales training! – 19 May 2008

Topic: The REAL reason behind your success -- or failure!
Sales Present were: Lance Wang, William He and George Jin
Presenter: Bob R. Foday        

Think about this: playing professional sports is an intensely physical challenge; yet almost every athlete has a coach and attributes mental training as a critical key to their success. The company is giving you these training to better prepare your self mentally in order to be competitive in this new sales generation.

Although it would be natural to assume that an athlete with superior physical attributes would be the obvious winner, the truth is that it takes far more to win than brute strength or raw skill. Think about Liu Xiang (China No. 1 Hurdler) - In addition to facing fierce competition, he have to perform in high-pressure, winner takes all situations with hundreds of thousands of people watching and the clock ticking. If he is not able to master his emotions and condition to stay calm and focused in those conditions, he would literally fall apart and miss the goal and loss. Liu Xiang had been able to master himself, his thoughts, and his belief systems to guarantee maximum performance in even the most difficult circumstances. He always believed he CAN make it to win. If he step onto the field with fear and uncertainty, he is dead on arrival.

The same holds true in Sales profession. YOUR belief systems are the foundation for YOUR success in marketing and all other aspects of achieving success, attracting new clients, maintaining existing clients and generating revenue.

What's interesting is that there are some sales that are FAR MORE successful than others. Going back to the earlier sports analogy about my favorites Liu Xiang, you would think that these multi-million dollar successes  whose legs are insured for over13 million dollars would have some type of sport advantage that has enabled him to succeed while other athletes  in the SAME sport are struggling to get by. This is not true, they actually have the same  advantages. The only difference is Liu Xiang almost always comes down to a belief that he can and will achieve extraordinary success REGARDLESS of the difficulties and challenges standing in his way. My fellow sales, Instead of making excuses, let make plans. Instead of finding reasons why we can't finish our quota, let go to work to make it happen. In other words, let get rid of excuses".

When a sale allows himself to indulge in victim thinking, which is blaming everyone and everything BUT himself for his failures and shortcomings, he often develops what is known as the loser's limp. This mean finding excuses for your failure instead of blaming your self. In Sales, many sales representatives often give themselves a case of the losers limp so they can off-load the responsibility for winning.

Some of the loser's limp are "I just don't have the time to work on marketing," or "My customers are all too busy to pick my call, I call his mobile but power off, I send him email several times but no reply, our prices are high. No my client budget is only 20,000 RMB, my client only need auto/manual car, he is on holiday, a low season, less clients and so on. Reason after reason why it can't be done.

Aside from the obvious, this kind of thinking is extremely Wrong! If you continue to believe that your success is based on some kind of excuses, and you constantly TELL YOURSELF this, you are putting the final nail in your coffin and you will never achieve anything. The minute you off-load the responsibility for your success onto some outside factor is the minute you give up control of your life and your destiny.

Some sales blame company, their lack of client, lack of sales experience. Some say they are too old, too fat, or too short, too tall, too young, I am from the province, I am from Beijing. But remember that when someone talks about their success, they never say, "I'm a success because my customers are easy to sell to," or "I'm rich because my customers practically throw their money at my feet!" When they have success, they'll say they worked hard, stayed focused and found ways to overcome the same obstacles that all sales in the world faces.

The world is full of sales people who believe that if they just had more time, or if they just had more money, Grade A office, or if they just had the education or talent or ability of these "other" successful sales, they would be able to achieve more and perform better. Who are they kidding? If they had the ability and talent of the other successful sales, they would do exactly what they are doing right now...nothing.

If you won't do anything with the ability that you have right now, you certainly wouldn't do anything different if you were magically blessed with someone else's ability either. You have a choice: you can either spend all of your time making excuses as to why you can't achieve what you want or why you cannot meet your monthly goals, or you can stop kidding yourself and get busy making it happen. You already have all of the ability you are ever going to have. You have excellent training each week. What you make of it comes down to choice and dedication.

The key point to remember is that you have the power of CHOICE, and it is an awesome responsibility. You can CHOOSE today to make a different in your sales career or you can continue to make excuses.  

Based in Beijing Car Solution, Bob R. Foday is the author of "How To Make abundant sales and how to transform from ordinary sales to a super sales, Bob Can be reach at any time of the day at extension 12 if you want to make a different in your sales career