"There are three kinds of people in the world today: Those who make things happen, those who watch things happen, and those who have no idea what is happening."
J. B. Conway, a great sales manager, once said, "A good aim in your business life is not quite enough. Yesterday ended last night. Today you have to pull the trigger again." The hardest job for most salespeople is pulling that trigger and getting started again. Getting started will no longer be difficult for you if you follow these simple steps:
* Resolve to have a victory every day. Salespeople who enjoy the reputation of knowing how to get a job done tell us the secret lies in forcing yourself to take that first step toward achieving some kind of victory today. Goethe said, "Are you in earnest? Seize this very minute. What you can do, or dream you can, begin it! Boldness has genius, power and magic in it. Only engage, and then the mind grows heated. Begin, and the task is half completed."
* Have a well-conceived sales strategy. There's no better follow-up for a solid resolution than a clearly spelled-out selling procedure. Mortimer Feinberg, a noted psychologist, put it this way, "You have to direct your efforts. You have to channel your energies. Otherwise, all the energy and output you generate is dissipated. You can't win the race in selling unless you run on the track."
* Work under the challenge of deadlines. While visiting the plant of a large, Midwestern publishing firm, we observed the many sales training courses, books and sales aids laid out on display. Someone asked, "How did you people ever prepare so much material?" The President laughed and explained, "If it weren't for deadlines, we wouldn't need much space." Deadlines are drivers. No matter how much you may sometimes despise them, deadlines can be profitable to you. They motivate you in making things happen now.
* Visualize the rewards in your mind at all times. Whatever it takes - post them in your home, car, office - get them firmly implanted in your mind's eye and take the first step!
