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Feature Article- The 2006 Clock is Now Ticking—Are you Off and Running?

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The 2006 Clock is Now Ticking—Are You off and Running?

As you read this article, understand one thing. The official clock for 2006 has already begun to tick and whatever time has already gone by, you will not be able to recapture it again. It is lost for good. Stop wasting time and start doing things that will provide the results you are looking for in 2006. To start the year off, we are going to visit a few ideas you may or may not have heard in the past. Even though you may have heard these things already, you may want to think about them again so you can live your dream and achieve your goals.

1. You can’t expect different results if you keep doing the same things over and over again. Want the same results as last year, don’t do anything different. If you want different results, what are you going to do differently? In terms of sales, are you going to make more calls, network more efficiently, sell more to existing accounts, learn how to sell better, learn how to increase your value and reduce the amount of discounting? What things are you committed to working on that will produce different results?

2. Measure your accountability! I have taken the liberty of putting two rules together into one sentence. We all have heard about measuring our results and being accountable. Why not measure your accountability. All this means is deciding what you will hold yourself accountable to and measuring whether or not you are living up to the promises you have made to yourself. You should figure out in the shortest time frame possible if you are living up to your expectations. If you are not, you have more time to make up the difference. As the Steve Miller Band says, “time is a-wasting”.

3. 2400 Minutes! If you increase your efficiency by only 10 minutes a day, you will gain 2400 minutes in a year (based on 5 days a week, 48 weeks). That equals an extra 40 hours. How many more customers can you see and how many more sales can you close with an extra 40 hours? Identify the time wasters you are dealing with and see if you can squeeze out 10 minutes a day. You probably can squeeze out a lot more. Again, it’s all about doing things differently.

4. Self Focused vs. Customer Focused. This is big. If you concentrate on making sure all of your conversations are customer focused vs. self focused, you will notice a dramatic increase in sales immediately. Instead of talking about features, talk about outcomes. Forget about what you think; find out what the customer thinks. Who cares how much value you believe you have to offer. Find out what the customer values and if he thinks you have what he needs. Stop talking too much and listen more—a lot more. And, when you do listen, stop assuming you know what the customer means. Ask clarifying questions and really do figure out what it is they are saying. Walk a day in your customer’s shoes and you will sell a lot more.

5. Lemonade is great! Remember, we are all going to run into lemons along the way. The taste is going to be sour and it can definitely affect our outlook and mood. You have the power within on how to deal with the taste. You can be sour or you can turn it into a refreshing drink. It’s not what happens to you; it’s what you about it. Funny how these old sayings are so true and if we only give them a second thought, they can really make a difference in our success.

6. Plan, Plan, Plan. Selling is not a game of accidents. Sometimes, you can get a sale out of no where, but don’t get fooled into thinking that’s how you are going to get most of your sales. Sales are a result of pro-active thinking and planning. You first start with the end in mind, then figure out how you are going to get there. It is amazing how many of us go into sales without the proper amount of planning, thereby reducing the chances of closing the sale. When you see the customer, the curtain is up and it’s show time. These meetings are too valuable to screw up. How many times do wish you had the opportunity of getting your customers attention? Once you have it, do everything in your power to make it a successful event. You never know if you are going to get a second try at it.

7. Work Smart! You should work smart and you should work hard. There is no replacement for being lazy. There are tremendous rewards for working hard and smart. This does not mean working 20 hour days. It means working more efficiently. Seeing more customers during the day since this is when sales are closed. Learning how to do things better so you can stop wasting time. If it takes you 5 calls to close a sale, learn how to close it in 4 calls. What will that extra time mean to you?

In case you haven’t figured it out, the 7 ideas above all have to do with you, not your products or services. It’s all about you—-living the life you dream about and not having regrets when the clock stops ticking. Start doing what you have already learned. Add to that new ideas and continue to build your core competencies. In return, you will see immediate and dramatic results.

Best wishes for a Successful 2006!

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