Most salespeople agree that goal setting is vital to their careers.
They set the goal. Design their strategy, structure and they execute.
The missing link is that they do not sit down and define what skills they need to develop in order to achieve the goal.
Let’s take a salesperson who sells point of sale technology to small retail stores.
What skills do they need to develop in order to achieve their goal?
Skill to research and identify stores within their demographic area.
Skill to develop a laser focused value proposition that answers the seven (7) questions that the prospect wants answers to quickly.
Skill to engage the prospect in a qualifying conversation.
Skill to get the prospect engaged in sharing their desired situation, their obstacles and limitations.
Skill to anticipate the potential concerns, objections and questions of the prospect.
Skill to demo the technology via a web-based platform.
The list goes on.
Please stop right now and make a list of the skills you need to develop in order to achieve your goals.
Choose the top one. Find the resource that will assist you. It doesn’t need to be hard and complicated. Resources are plentiful.
Connie Kadansky, a professional certified coach, walks her talk. She prospects daily and consistently and knows how to help her clients become masters at prospecting and selling.
Read an interesting story this morning about Abraham Lincoln. “Some years ago, I was passing a field where a farmer was trying to plow with a very old and decrepit horse. I noticed on the flank of the animal a big horsefly, and I was about to brush it off when the farmer said, “Don’t you bother that fly, Abe! If it wasn’t for that fly this old hoss wouldn’t move an inch!”