The Critical 6 Inches in Individual Sales Coaching

Mar 27 2008

The Critical 6 Inches in Individual Sales Coaching

Posted by: Cheryl Clausen in sales coaching, tags: individual sales coaching, sales coach, sales coaching

Click on this link and read the wonderful article by Clayton Makepeace. I’m serious I want you to read his article first. Not only will you get a good chuckle, but you’ll learn a valuable lesson. Go read his article, and then come back here to read further.

Wasn’t that article a delight? Have you noticed Top Producers always seem to have a smile on their faces and something positive to say about just about everything? Have you also noticed that those in the bottom 20% have a similar reaction to something good as the little girl in Clayton’s story? Did you know that pessimism and optimism are both habits?

Yep, pessimism is a bad habit that you can break. Even though it may be an ingrained habit you can change it by simply:

identifying how acting like and responding like a pessimist is rewarding to you
identifying what you’d get out of being optimistic instead of pessimistic
carefully watching out for those pessimistic behaviors and actions, and immediately changing them mid-thought or mid-act into a positive form

All this takes place in that critical 6 inches between your ears. As long as you can’t see yourself as a Top Producer you won’t be. However, once you sell yourself on the idea that you can be a Top Producer you will be.

Get your head in the game before you go out on the field. Sell yourself on:

why and how you add value to your clients
why your ideal clients should want to work with you and only you
why your solution is exactly right for them
why your clients are cheating themselves if they don’t take action now
how you’re cheating both yourself and your best prospects by not helping them to become clients

So, given your new optimism…

how can you turn your current situations into an advantage for you?
how will you help yourself become a Top Producer?
how will you help others to help you become a Top Producer?

This entry was posted on Thursday, March 27th, 2008 at 6:00 am and is filed under sales coaching. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.