BUILD UP OR TEAR DOWN?… Wikipedia tells us that the world's tallest structure is the 829.84 m (2,723 ft) tall Burj Khalifa in Dubai, the United Arab Emirates. Wow… that's almost half a mile high! No one ever asks, What is the second tallest building? No one ever asks, Who was the second person to run the four minute mile? Everyone wants to be the tallest, everyone wants to be the first. In the Business of Sales this also holds true. The question is never, "Who sold the 2nd most products this month?". The question is always… "Who sold the most this month?".
Most Salespeople rationalize not being the tallest building by simply saying, "I don't have to sell the most, I don't have to be the first, I just want to do my own thing". The problem is that "doing my own thing" often ends up just being enough to get by. It seems to breed a state of mediocrity. That's too bad because it is totally unnecessary. When dealing with the "tallest building in your Sales field" you really only have two choices:
1. Tear that tallest building down by forming negative opinions about that individual or making up stories as to how they succeeded (IE: knocking the competition)
2. Build your own personal tallest building (IE: improve your production)
Here is your ACTION STEP…needless to say, we really don't want to take Option #1. Let's look at some ideas on how you can take Option #2. Building yourself up to be a taller building is much more rewarding and better still… you have complete control over that approach. There are two main avenues you want to build on… Skills & Mindset. Here's some ideas for both…
1. Identify the areas you want to master for your Sales Business. The three biggest categories are… lead generation, presentation style, customer service
2. Don't try and do it all at once, just pick one initially
3. Study this skill area, then put a strategy and plans in place to get better every day and get started
4. Be very committed to this process… as you get better your intensity will grow, don't let it diminish!
1. Recognize how important this component is… Mindset is 90% of sales success
2. Fill up your tank every day with good positive learning input (read/listen to books, study mentors, form a mastermind group, etc.)
3. Never lose sight of the importance of physical exercise and healthy eating/drinking to building your confidence
4. Eliminate all negative influences from your life
Recognize the importance of Accountability. Get someone to "hold your feet to the fire". We are in an age where there are lots of people available to make sure that you do what you say you are going to do. Get someone who "will not let you settle for what you think is your best".
Commit to being the "tallest building" in your own personal universe. Decide what that really means for you. Here's the critical approach… the measurement of being the tallest is simply you competing against yourself, no one else. Stay away from the negative thinking that comes by comparing yourself to others. While you're at it, stay away from beating yourself up about your sales results when periodic slumps appear. Remember my favorite four letter word… NEXT! It is "hard to drive into the future looking in your rearview mirror". Start working today on those two critical elements… Skills & Mindset. That's how you become the tallest building. NO Excuses.