Sales-Psychology.com Sales Training Newsletter
Fall, 2009: A Time for New Habits
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Fall is a perfect time to take stock of your personal and professional accomplishments. It's a time that brings about new energy and focus. You might start thinking about new ideas, projects, or goals to start working toward as this year draws to a close. The theme of this newsletter is also the primary focus of the sales training and goal setting workshops that I teach. I like to refer to Stephen Covey's 7 Habits of Highly Effective People. In this well-known book, Covey teaches us that habits are the overlapping of knowledge, skill and attitude. Creating good habits will help you manage your time and yourself more productively. In this issue, I'll highlight 3 of Covey's habits and how they affect your ability to reach your greatest goals. I'll also challenge the "Theory of Determinism" and suggest that you not let the notion of "I was born that way." stand in the way of your life and business goals. I'll touch on the topic of attitude as well, because I believe it's a vital part of success. One of our web partners, EvanCarmichael.com, has a terrific motivational for Entrepreneurs. I've decided to highlight one of his elite sales coaching Author's article on keeping a "Selling Attitude" in this issue. In her sales training, she teaches that keeping a positive selling attitude is actually about creating a habit of positive thought. Also in this issue, I'm announcing two great projects that I've recently launched: Sales Training eBook: "How I Sell Over Two-Million in Sales to Home Owners and How You Can Too" - A sales training eBook to help Service Professionals and Business Owners increase their sales volume. A Streaming Workshop Series - An ongoing series of workshops designed to give my customers and online subscribers focused training on specific topics related to sales and business psychology. I hope you benefit from the sales training resources and events highlighted in this Fall issue. To Your Success, Michael O'Grady |
What's New?
Sales-Psychology.com has been very busy over the summer, working hard on several projects. I wrote an eBook to help sales
people, business owners and Entrepeneurs in the contracting and services industry produce more sales volume. This
was a project of mine for the past 3 months, but I'm happy to announce
that it's finished It's got a a bold title backed by over 23 years
of sales accomplishments in the services fieldI'm at the point right now in my sales career where I want to teach the sales philosophies that I've adopted and improved over the years, all which have contributed greatly to my own successes. I'm not a top-10 sales performer in the HVAC industry by accident. It's also not by chance that I hold company and industry-wide records for my own sales volume. Here's a look at my sales accomplishments through the years. I've achieved my sales goals by consistently applying key principles to my work and home life everyday. I'm excited to be sharing a valuable collection of my 12 principles for selling over 2-million in sales volume to homeowners.
Each chapter gives specific techniques for overcoming common obstacles in the services industry. I reveal my "miracle closing techniques" for difficult customers, creative ways to help your customers afford your products and services, and how to effectively generate referrals that will keep your business running.
As a bonus offer, every person that purchases the book will receive one free hour of sales coaching. It's the most cost-effective way for a business to introduce effective selling techniques into their business without having to hire a pricey in-house sales training consultant. Here's more about what's inside the eBook.
I'm
also excited to announce another great project: the Sales-Psychology.com Streaming Workshop
Series. It's a information-packed series of educational workshops that are
being broadcasted live on the web at my ustream.tv channel and in-person at my Red Bank, NJ office. It's a chance for my subscribers and customers to receive specific and focused sales training on a variety of sales-psychology related topics. The first two workshops were focused on goal setting. You can view the recorded video here.
I'm coming across many people are who motivated to learn and make the necessary changes to reach their greatest goals. I'll be announcing the 3rd workshop very soon. I have to say that it's been enjoyable to teach these sessions. I firmly believe that if you are to really know a subject well, you should: 1) Learn it, 2) Use it, and 3) Teach it.
3 Favorite Selling Habits
It's impossible to talk about how to acheive your goals without talking about habits. Before you can work new habits into your life, I believe you must first experience a
mental paradigm shift. You need to experience an
event so powerfully motivating to you, that your beliefs, thoughts,
ideals and behaviors are changed for good. In other words, your
motivation must be so strong, that you want to create new thoughts and
behaviors into your daily routines. You might accomplish this naturally through different life-altering events or you might experience this change at a seminar, workshop, or through a motivational resource. However you acheive this mental shift is fine, but the end result must be a strong motivation for change.
Here are 3 of my favorite habits from Stephen Covey:
Be Proactive - A proactive person's behavior stems from thoughts and values. A reactive person's behavior stems from conditions and emotions. Creating a habit of being proactive will help you handle obstacles and challenges by thinking them through. By being proactive, you will also take more actions that are directly related to your values and the principles that define who you are.
People who are reactive don't think their actions through enough. They also make decisions and take actions based on impulses and "feelings of the moment". This can result in poor decisions and negative outcomes.
First Things First - You must have a system for managing yourself and for focusing on your priorities. I highly recommend a system for tracking your actions hour-by-hour that will help you ask yourself, "How is what I'm doing right now effecting my mission and my goals?" Stephen Covey's time-management matrix is simple, quick and easy way to do just this.
| Sharpen the Saw - Have you ever
been so busy driving, that you forget to get gas? If you can give
yourself at least 20-45 minutes every day for something physical, this will rejuvenate you in
ways you aren't aware. In addition to physical exercise, I take
I'd recommend 15 minutes each day to visualize your goals as if you've already achieved them.
You should also make time for the leisurely things that make you happy.
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The Habit of Thought
Another kind of habit is one that you wouldn't think to be a habit. It's what Selling Coach Cheryl A. Clausen calls a "positive selling attitude". It's actually habit of thought. Here's what she says about this habit in her article, "Do You Have A Selling Attitude"; she writes:
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| This philisophical theory of cause and effect suggests that you are the way you are because of events that occur or occured, prior to or around you. Genetic Determinism suggests that your predecessors (parents, grandparents and relatives) "did it to you". People who believe this will often say things like,"Everyone in my family has a short fuse. I was born that way." Psychic Determinism suggest that your behavior is result of deep emotional scripting that occured when you were young. For example, you're never able to get anywhere on time, perhaps because you were often told as a child, "You're always late". Environmental Determinism is the thought that your actions are at the mercy of your environment. "I can't get ahead because of this government." Taking responsibility for your life is a great way to challenge this theory and make the changes that will get you closer to your goals. You are the only one that knows how much you want out of life and what you need to accomplish it. Regardless of your environment, your history or what you were told as a child, the way you interpret and respond to the events around you will allow you to move forward and create the kind of life that you want to live. |
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Back Issues
Have you missed prior issues of the Sales-Psychology.com Newsletter? Browse the back issues here:
Staying Connected to Your Customers, Summer 2009 The Power of Persistence, Spring 2009 Take Action, Winter 2009 |
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