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Ramping Up for Success

September 10, 2012 by Gloria Keith

BUILD UP YOUR STAMINA… if I asked you to do 25 push-ups right now, could you do it? If I asked you to run 5 km right now, could you do it? Most people would probably say no (congratulations if the answer is yes!). If you said NO… you are wrong. In reality, for 99% of the population the answer would be a resounding YES. How do I know that? Because here's how our physiology really works…You might not be able to do it right now but you certainly have the capability to do it. The way the human body works is that when challenged, it will build up the muscles and the staying power over time to do something that currently seems impossible. We've all heard many stories of individuals doing 11 push-ups and collapsing… and then, doing 12 the next day, 13 the next day, and eventually building up muscle to accomplish the 25 that was asked for. The same for running… 500 m today, 1000 tomorrow… eventually building up to the 5 km.

 

Sales works exactly the same way. There are two basic assumptions we should look at:

 

Assumption #1. If you want to reach a certain goal… you need to perform at a level equivalent to make that happen (example: a specified #of contacts per day). If you don't meet a particular minimum standard, you will not achieve that sales volume. The activity and the goal must match up.

 

Assumption #2. The ability to meet that "minimum standard" may have to be developed over time. For example, let's say you need to make 20 contacts every day to reach your sales target for the month. the first day you try that may seem impossible! (Just like the 25 push-ups or the 5 km). You have to develop the stamina and the routine to do it every day.

 

Here's your ACTION STEP…so now you have two choices. You can either give up and say "I can't do that, it's too hard, I will just settle for less results and lower income"… OR… "I'm going to start at a lower level and build up to my 20 contacts per day". Ambitious Salespeople will take Choice #2 every time. Here's how to make that work…

 

BUILDING UP YOUR STAMINA FORMULA

 

1. Establish a standard start time for each morning, make it automatic

 

2. Make sure you have a list of possible contacts ready before you start

 

3. Do as many as you can the first day… there's nothing wrong with starting small

 

4. Add one contact each day… build up that muscle!

 

5. The "NO Excuses" Rule: you must always push yourself a little further each day until you reach the desired target. Never go backwards.

 

6. Once you get there – stay there. That's your minimum standard!

 

This formula works for many things in your business. You can use it for anything you want to accomplish. If someone else has already done it, you can do it too! Another example would be your Sales Presentation. When you practice over and over and then do more actual live presentations the same phenomenon takes place. You get better, smoother, more confident, and it is not nearly the struggle that it once was. There are two reasons that this will happen: #1. Your Mindset will expand and your belief in your ability to do more will expand with it. #2. You will develop a rhythm through repetition and routine… this makes doing more easier once you commit to the above 6 steps. Good News!… Because most of your competition gives up before building up the stamina to do the higher volume, it is relatively easy to overachieve. You just have to commit to building up your "success muscle" to allow you to do so. Set that minimum standard today and get started. NO Excuses.

Filed Under: Blog, Sales Training Tagged With: Habits, inspiration, success, The Mindset of a Winner

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