ONE STICK AT A TIME… there is a phenomenon in the Sales Business that separates the successful Salespeople from the unsuccessful. I call it "the Beaver Dam". If you grew up in an area where there was a significant amount of wildlife, there was bound to be a pond somewhere that was created by a family of beavers. This pond existed because of a large pile of sticks that the beavers had piled together. The accumulation of the sticks prevented the water from flowing through easily and hence this buildup resulted in a pond. The only way to allow the water to flow through easily was to remove most of the sticks. As a child, you may have wanted to see what would happen if you took some of the sticks out of the dam. At first, after removing some of the sticks, nothing would happen… the dam resisted your efforts very easily. If you persisted in removing the sticks… one stick at a time… a little bit of water would begin to trickle through. Your efforts showed some minor results. As you removed more sticks, the greater the flow of the water and then ultimately… WHOOSH… the water would come tumbling through in huge quantities! The volume of water passing through became so strong that this power carried more and more of the sticks out of the way. Eventually the dam disappeared. All resistance was gone. Amazingly, it all started with you removing one stick at a time and being persistent until you got results.
Here is your ACTION STEP… the Sales Business works exactly the same way. When you start out, there is a "dam in place preventing results from flowing through easily". This dam is made up of many, many sticks. The only way to change your results is to start removing these "sticks" one at a time. If you remove enough sticks, your results will start to "trickle through a little at a time". If you don't #1. Remove enough sticks & #2. Keep doing so consistently, you will never achieve that all-important WHOOSH of Sales Results. I call these sticks that are preventing your success the "not enough sticks". You must get them out of the dam! So what's in your pile of sticks?…
THE "NOT ENOUGH" STICKS
1. Not enough daily prospecting
2. Not enough ongoing contact with your database
3. Not enough persistence five days a week (this is the BIGGEST stick of all)
4. Not enough practicing your presentation
5. Not enough confidence in your objection handling and closing
6. Not enough positive mindset input to stay mentally tough
7. Not enough sticking with a pre-determined plan
8. Not enough resolve to succeed no matter what
Successful Salespeople work at removing these "not enough sticks" every day. You must have faith in knowing that if you keep removing sticks, eventually the results will start to flow through. The moment you stop, the moment you interrupt your momentum… the dam becomes stronger and your results become weaker. Conversely… it is guaranteed that if you keep removing sticks… you will get the WHOOSH of results you expect every time. Much of the resistance will be gone! The results are waiting there for you behind the dam. All you have to do is start eliminating the "not enough sticks". What sticks can you remove today? NO Excuses.