Habits are nothing more than actions repeated with little thought.  Habits can be very beneficial when they are the right habits.  I think when most of us think of habits our thoughts automatically focus on bad habits rather than good habits.

It never hurts to give yourself a little check-up to see how your habits are serving you.  Give yourself one point for each of these habits.  Be honest…

• I get too busy and don’t have time to prospect on a daily basis
• When I’m talking to a prospect I’m thinking about what I’ll say next
• I complete my prospect’s thoughts when they seem to have trouble thinking of something
• I interrupt or talk over my prospect when I have something important to say
• I do most of the talking
• I tell my prospect all about my offer in detail
• When the prospect objects I explain why their objection is not valid
• I like to mix things up rather than staying focused
• I work best shooting from the hip rather than from well thought out plans
• I like to ask lots of general questions when I meet with a prospect

How many points did you earn?  All of the habits listed above are poor sales habits that really hurt your ability to accomplish your goals.  If you gave yourself 8-10 points you need immediate help.  3-7 eliminating these habits would have a dramatic impact on your success.  1-3 overcoming these habits would make things a whole lot smoother.

Now review this list and give yourself 1 point for each of these habits…

• I pay close attention to both the verbal and non-verbal cues from the prospect and adapt accordingly
• I consistently prospect every day
• I try to talk very little and listen very closely
• When I ask questions I ask with the intent of understanding what they prospect wants and needs
• My voice projects calm confidence when I speak
• I only talk about things I already know are important to the prospect because they’ve told me
• When the prospect is speaking I’m listening to figure out what’s important, what would help, what would be useful
• I explore objections with the prospect
• I help the prospect preview outcomes
• I spend time developing solid plans and then take actions daily to implement those plans

How many points did you earn from this list of habits?  Obviously, this list represents good sales habits.  If you gave yourself 8-10 points you have very good habits and you are doing very well.  3-7 you have a good foundation and a few additional good habits would really help.  1-2 you would benefit tremendously from more good sales habits.

Whether you liked your score or not pick one habit you would either like to have or remove, and make a focused effort to work on that one habit for the next 30 days.  Repeat the action until it becomes automatic because that’s what makes it a habit.

Coach Cheryl

Do it Yourself

Do it with a Little Help

Do it with Guidance