You've experienced it, and I have, too: a slump, a rut. One or more of those days when you feel that everything and everyone is dumping on you. The key to your success in sales is how you deal with slumps. How do you get and keep yourself motivated? That's right. How do you motivate yourself? No one can motivate you.
Just as no one else can stress you out or reject you, you alone allow outside influences
to affect you. Therefore, it's critical, especially in this profession, that you have a
comprehensive plan to keep your outlook and performance at sky-high levels. And there's
one proven way to do that consistently: set goals. Everything significant
that you've ever achieved was probably a goal at first. Great stuff just doesn't
automatically happen. Goals can help you get
motivated, too. To keep performing at high levels, you need targets to shoot for. Here are
tips for setting and reaching your goals, as well as how to stay motivated. How
To Set And Reach Goals
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Pick goals that you desire
passionately If you just mildly wish for something,
you probably won't muster the drive to pursue it, much less weather the storms you'll
encounter along the way. For example, if you
say, "I wouldn't mind dropping a few pounds," the feeling doesn't seem strong
enough for you to act on it. Instead, if you
state, "I must lose 15 pounds because I absolutely refuse to go up another clothes
size, and I've had it with feeling sluggish all the time," you'll do whatever it
takes to shed the excess weight. ·
Pick goals you can see yourself
attaining Before you begin, you must be able to
visualize the end results. Otherwise, your subconscious will never buy into the notion
that you can accomplish your goals. People never rise above their own self-perceptions. If
you can't see yourself earning $20,000 more than you do today, you'll never get there. On
the other hand, if you visualize yourself already there, you'll be able to come up with
ways to actually reach your destination. ·
Pick goals you're willing to work
hard for Everyone would like to make more money. A
relatively small percentage of people are willing to do what it takes to make it a
reality. That's part of the reason lotteries are so popular. Whatever you select as a goal
will have trade-offs attached to it. You can reach that goal, but only if you're willing
to toil and sacrifice. ·
Remove your doubts when setting
goals Most of us fly way too close to the
ground. Doubts are not the result of rational
thinking but of habitual thinking. Write out
some of the self-limiting beliefs that act as lead weights strapped to your feet. Then rewrite them in a positive, proactive way. For example,
"I've never been able to close the large accounts where the big
commissions are," could become "What I need to do is analyze the work of people
who consistently close the large accounts and create my own
strategy." ·
Take risks Sure, it's a bit spooky treading into
territory you've never traveled in, but it's also motivating. Besides, the only risks that
aren't scary are the ones you've outgrown. ·
Don't let details get in your way Fussing about the details burdens your
thinking and fuels the fires of doubt. After setting your goal, immediately fire your
machine in motion. It's easier to view the possibilities when you're moving. Plus, it
eliminates worry. Don't worry about what happens in the middle of a jump. Focus on the end
result.
More Motivational Tips
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Recall your most motivated moments When were you last fired up? Have you
stormed toward getting something you desired, as if you were an out-of-control train
thundering down a mountain? What were you pursuing? This gives you a clue to what you
really want. Can you, and are you willing to, repeat the desire and the tactics to reach
another goal? ·
Expect to excel Ask winners and they'll tell you,
matter-of-factly, that they never doubted they could achieve their lofty goals. Sure, they
ran into road blocks along the way, but progress has a way of masquerading as problems.
Regardless of those road blocks, they prodded along until their goals were met. ·
Act as if you've already achieved
your goal I asked a superstar rep what he
attributed his success to, and he told me his life changed when he started acting as if he
was a top performer, even before he got there. He
studied the people who pulled down the big numbers (and dollars) and copied their
behavior: coming in early, not squandering phone time, asking for commitment more often
and expecting to do well. The desired results
followed. ·
Walk 25% faster Don't laugh. Psychologists have proven
that body posture and movement can affect people's attitudes. Ever see slovenly losers walk with a spring in
their step -- as though they had something important to do?
No, a person like that usually shuffles along. Conversely, watch the gait of achievers you
admire. Their confident stride says,
"I'm coming from something I just accomplished.
Now, I am marching over to another challenge." ·
Think "Action . . .
now.” Remove these words and phrases from your
vocabulary: "tomorrow," "later," "one of these days" and
"someday." If you use wish-oriented, vague terminology, it could result in
unfulfilled goals. Any time you're tempted to lazily shove an achievement-oriented task out to the ambiguous horizon, stop yourself and take action immediately. |
