Throw a rope around a calf's neck and it's caught. It may struggle and kick to get away, but it can't because someone else is in control, holding the other end of the rope. Have you ever felt like you have a rope around your neck? Have you ever felt like you weren't making any progress in your job? Have you felt like the rope pulls you back every time you try to move forward? Let's face it, customers complain, sales are missed, sales reps are upset, your friends don't support you, the competition is rough, your company changes, there are quality problems, and so on. You become frustrated, confused and tired.
Right & Wrong Forces
In every person, there's an odd combination of right and wrong thinking. For the purposes of this message, right means what works and wrong refers to what doesn't. For every dream, there's darkness; for any ounce of confidence, there's an equal amount of doubt; for every mountain of hope, there's a valley of despair; for every mile of determination, there's the same amount of apathy. Too often people let the wrong thoughts dominate their thinking, or they let the right thoughts pass by unnoticed. Which pattern will control one's life? Which will prevail? Each person experiences this struggle that never ends. Right living is like the game of golf. Hit a few good shots, and you feel great, but once you flub a few, your concentration and confidence slip. Now, do you take it out on your team?
Right living has to be worked at, again and again! In the sales business, there's an unlimited opportunity to do well. Yet, many well-intentioned people fall short of their potential. Sometimes, the idea of doing business with integrity and providing excellent in sales and customer service can seem foreign to people in business, particularly when it comes to applying these principles daily. It is one thing to talk it, and it's another thing to walk it everyday! Their negative habits and poor images from the past stop them in their tracks. Yet, there are a few enlightened leaders that are propelled toward success. In spite of obstacles, their vision of professional selling is brilliantly executed, which attracts customers and attention from all angles. Think of the salmon that swims upstream every year to spawning waters. The trip is difficult and often fatal, but an inner echo drives them forward to their goal. Isn't every experience in life a possible victory or failure? As Shakespeare said, it's your choice: "Nothing is good or bad, except thinking makes it so."
Choose Right Thinking
Think of a time in your life when you did your best work, closed your largest sale, cared for a friend, laughed hysterically, or romanced your spouse or significant other. How did you feel? How did time pass? You might have been elated, satisfied, happy and energized. Time most likely passed without notice. Now, think of a time in your life when you did poor work, neglected your friends, cried mournfully, or argued with someone? How did you feel? How did time pass? You might have felt rejected, disgusted, sad or exhausted. Time most likely moved at a snail's pace. Any of the situations recalled have a number of common characteristics. First, your mind was filled with thoughts about each experience. Second, you experienced feelings. Feelings are just there, they don't need to be good or bad. Third, the passing of time was as constant as the heavens, although you may not have experienced it that way. And fourth, you responded in each experience. What did you do during and after each experience? That is the key to sales leadership success and the golden ticket to inspiring your team to excellence.
Did you reach up and pull down the best there is to offer, or did you curl up in a ball and let the world push you along? When things didn't work out, you may have focused on the problem and took minor action, if any. But, when things triumphed, you probably envisioned all of the possibilities and let the creativity flow. You had right thoughts about the experience, and then you took action to make positive things happen, rather than lashing out in fear or frustration. What you think - you become! It's always pure choice.
Professionally and personally, your greatest gift is your ability to choose your thoughts and actions. We must do this in good times and bad to be true champions in life. How? Take a break and think, review your goals, remind yourself of your purpose in difficult situations, and remember to focus on the customer's point of view and needs. Think of your sales team's needs. By learning to think right, you'll do what's right more often. Once you do, you possess the ability to cut the rope that holds you back from achieving excellence in sales management.
Take Right Action
A prophet was on a hill one day. He told his followers, "I quit." They were aghast and cried out that they needed him; they would do anything for him, they would die for him. The prophet smiled and requested, "Live joyously." But the followers put their heads down and walked away slowly. That was too hard to do. All they wanted was to talk and dream about it. If you're not willing to take action, you're no better than the man who starved in a kitchen full of food because he didn't have the sense to cook it.
Our customers define what's right for them. By listening and paying careful attention to them, you'll know the right actions to take. That's the only way to overcome objections, rejection, complaints and dissatisfaction. Do your work with a smile. Be polite and say thank you. Think innovatively about how you can help customers and coach your reps. Solve problems, quickly and kindly. Work cooperatively. Give customers the value they deserve.
A frog once let a scorpion hitch a ride on his back to get across the stream. Somewhere along the way, the scorpion stung the frog. The frog cried, "Why did you do that, now we'll both drown?" The scorpion replied, "I don't know, I guess it's just in my nature." What's your nature? Is it to be positive or negative in your efforts to motivate others and sell to your customers? You will generate premier results by choosing the right thoughts and actions.You will make a difference!
By the way, do you want to learn how to sell more effectively? If so, download our free sales guide: http://wcwpartners.com/free-sales-training-article/
Or, do you want a proven gameplan for leadership effectiveness? If so, check out Rick's new book, http://wcwpartners.com/superstar-leadership-model/
Rick Conlow is the CEO/Co-Founder of WCW Partners, a global management consulting and training firm. Rick has helped organizations increase sales 218%, improve repeat-and-referral business by 20%, increase customer retention to 99%, reduce complaints by 60% and achieve 34 quality awards. You can reach Rick at: rick@wcwpartners.com or 888-313-0514.
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