| Whether you have a sales force working for you, | | | | person to agree to speak with you on the phone. |
| or do all the selling yourself there are 3 core sales | | | | That's right just getting one person to speak with |
| skills required to succeed. These skills are entirely | | | | you is the first small step. |
| within your control. Once you own these skills you | | | | The second core sales skill is commitment to daily |
| hold the potential to achieve whatever you want | | | | progress. When you think about the things you've |
| in sales. | | | | succeeded doing in the past and compare those |
| The first core sales skill is the ability to focus on | | | | successes against your failures there's a key |
| small steps. Contrary to what most sales people | | | | distinct difference. Typically, we give up on doing |
| are led to believe setting big outlandish sales goals | | | | things when we don't quickly experience progress. |
| does more harm than good. If you can't believe it | | | | That means you have to commit to making |
| you won't achieve. Plus you trigger unnecessary | | | | certain you experience daily progress from the |
| negative internal dialog. | | | | beginning. |
| Focus on the next one small thing you can do to | | | | Understand progress does not necessarily mean |
| move toward what you want to accomplish and | | | | earning sales from day one. Going back to the |
| only that one thing. | | | | small steps remember progress is measured in |
| For example, a lot of new sales people are told | | | | terms of small actions that produce measurable |
| they just have to make a bunch of cold calls and | | | | results. So if you were new to sales or new to |
| if they do they'll get the results they want. Well, | | | | the business progress could mean identifying the |
| we both know that's not what happens. What | | | | first 10 potential buyers you'll contact and |
| really happens is you enthusiastically make a | | | | developing a clear message. |
| bunch of phone calls, you talk to a few people, | | | | The third core sales skill is self-responsibility and |
| and experience some pretty rude interactions, | | | | self-accountability. No one but you is responsible |
| and end up with almost no appointments for your | | | | for your success or your failure. That means you |
| efforts. | | | | should never expect anyone to do things for you. |
| In this situation you're focusing on the prize of | | | | You are responsible for learning, practicing, |
| closing a specific number of sales. However, that | | | | adapting, and implementing the skills you need to |
| end is far beyond your means. You have to get | | | | succeed. The more ownership you take the |
| step one right before you can ever get all the | | | | greater your success and commitment to taking |
| other steps right and close the sale. | | | | the actions required to succeed in sales. |
| Realistically the first small step is getting one | | | | |