A question you should ask is, “What are the criteria upon which you’re going to make this decision?” Prospects tend to have a checklist they run through when making decisions. You need to know what is on their checklist.
To take control, ask great questions. Questions that are insightful. Questions that help you be a better resource. Questions that they don’t typically hear from salespeople. You will impress prospects by the questions you ask, not the things you say.
When times are good, or when you are busy closing deals, there is a tendency to ease up on, or even stop, prospecting. This will cause too many up and down sales cycles. Always stay disciplined with prospecting.
Each “Best in Class” sales organization has a sales system that is instrumental to its success. It may be one that they created themselves, or it could be a system created by a sales development organization. What system are you using?
Be bold and do good work. If you follow these two simple rules, you will most certainly be rewarded with the honor and privilege of inspiring others. Your inspiration becomes a legacy, and that is worth living for. Pay attention and prioritize what is important.
If you could visualize fortitude, what would it look like? I recently visited the Normandy D-Day beaches and swam from Omaha Beach towards Utah Beach. As I was swimming, I visualized fortitude. Before I left, I picked up a smooth rock from the water which now sits on my desk as a constant reminder of strength, bravery and courage.
This is not a debate about introversion and extroversion. Contributing ideas is not something that’s reserved just for extroverts. It’s about walking into a conference room with the strength and confidence you need to become a valuable contributor. Make a commitment to add importance and interest to every meeting.
Athletes train their mind and their body. The mind is a very deep reservoir of strength. When it is important to succeed, tap the mind. Imagery will help you pull out your best performance when you need it. Learn to discipline your mind and know that persistence will pay off. Dig deep and don’t give up. This is will power!
What does it mean to be content? Defined as a "peaceful happiness," many people strive for contentment, but it can also be seen as stagnation. A quiet, peaceful, inertia. However, if you want to step up your game, tackle new challenges, and open up to new experiences in this life, I don’t think contentment is what you're looking for.