Watch your thoughts, for they become words. Choose your words, for they
become actions. Understand your actions, for they become habits. Study your
habits, for they will become your character. Develop your character, for it
becomes your destiny."
Psychologists tell us that we are governed by
habit. If you are relatively new in the sales field, it's important to remember
that it's as easy at this stage to develop good habits as bad. Mel H. Gregory,
Jr., an outstanding marketing mind says, "There are four important
habits every salesperson can and should develop at the
start:
1. Punctuality - it saves you valuable time.
2. Accuracy - helps you avoid costly mistakes.
3. Simplicity - helps you to be understood and more effective.
4. Action - makes it possible for you to take advantage of
opportunities which, if lost, are impossible to recall."
Perhaps you've been a sales professional for some time. Now you find
yourself plagued by poor habits. It will be encouraging for you to know that
many successful sales reps one day awakened to a similar realization. Then, by
careful planning, they jarred themselves out of the rut of negative habits and
went on to achieve outstanding success.
To develop a good habit, you must form a clear picture of the ideal
result you seek to achieve. You must develop the capacity to substitute a new
habit pattern while you are striving to overcome any bad habit. Remember, habit
is a quality that you must use positively to increase your selling
effectiveness.
