How to Hit Your 2016 Sales Goals
If you saw, heard, or read my sales tip that was released yesterday (Jan. 4, 2016), then you know what's coming in this blog post. You heard me say that I missed my 2015 sales and income goals badly. You know that I know why that happened.
It comes down to one word: Must.
My failure, then, also can be summed up in one word: Should.
You see, although I had lofty goals for the year, I lacked commitment to them. I hoped that my sales would grow and I wanted to make more money. My goals were "shoulds." They were about as solid as water vapor.
Don't get me wrong; I tried. It's not like I posted numbers and then made little attempt. But too many days passed without any sales activity. I knew what I needed to do; I just didn't do it consistently.
My goals were "shoulds."
Had my goals been "musts," I guarantee I would’ve come a lot closer to them. I would've made more sales calls. And this act alone would've made a difference.
Mentally, the difference between "should" and "must" is like turning up and dial. If my goal is to make seven sales calls a day, which it is, and I approach that goal with the thinking that it is nonnegotiable, the calls will get made. But thinking, "I really should make some sales calls now," is often followed by, "and I will, right after I do something else."
And thus, another day goes by full of good intentions but not exactly full sales calls.
Now the page on the calendar has turned, and it is a new year and a new opportunity to get it right. My goals are now musts and I bring a new attitude to my commitment.
This blog was written on Monday, Dec. 28, 2015, and I am getting a head start on things: I made 17 sales calls today!
The next Sales Challenge begins this week on Jan. 5. Go to www.TheSalesChallenge.com and use Promo Code “30for30” to try the program out for 30 days and pay just $30.
Let’s talk! Now you can book time on my calendar and talk about your Sales Challenges or your salespeople or your company’s future or…. Just go to http://www.meetme.so/BillFarquharson and grab a timeslot.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.