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Issue 3: 04/01/05 :: Distribution: 10,213 :: Vacancies: 1792  

1. Achieve More in 2005 - SMART Goal Setting Will Help You Achieve Your Goals
© Kelley Robertson, Robertson Training Group

Another year is upon us and if you are like most people you have hit the floor running without planning a clear objective for the upcoming year. However, top performing sales people make the time to establish clear targets. Setting goals is not a complicated process nor does it take a lot of time. Use the goal setting techniques listed below to help you achieve your targets.

Ensure each of your goals follows the SMART concept: Specific, Motivational, Action-oriented, Relevant to your situation, Time-bound. For example, “I will increase my sales by 15% compared to last year.” Be as specific about your goal as possible. “I will start my own catering business” is a lot stronger than “I want to go into business for myself.” Challenging goals are motivating.

Set goals that will push beyond what you usually think you can accomplish. Remember to set a deadline. A goal without a deadline is simply a dream. Attach a realistic yet challenging deadline for accomplishment and post this where you can review it regularly.

Phrase your goal in the present tense and assume success. Don't say, “I want to.” Say, “I will.” This subtle technique tells your subconscious that you have already achieved your goal which means it will go work at helping the goal become a reality. It will attract the people, places, and situations you need to achieve that goal.

Put your goals in writing. This simple act helps you clarify your goals and will allow you to visualize them more effectively. I recommend that you record each goal on a separate index card and review them twice a day – once in the morning (when you first wake up) and again before you go to bed. This process reinforces your goals, acts as a reminder and drives your goals deep into your subconscious. In fact, this is one of the most powerful strategies you can use to achieve your targets.

List the benefits you intend to receive by achieving each goal. This will keep you focused and strong particularly when you face the inevitable roadblocks and barriers. Years ago, when I chose to quit smoking, I listed 75 benefits and when I felt the urge for a cigarette I would review this list to help me get past that craving. The more benefits you can list for your goals, the more motivating those goals will become.

More Goal Setting Techniques To Help You Achieve Your Goals

As you review your goals each morning and evening, picture yourself achieving each of them. The more you can “see” success in your mind's eye, the more likely you can translate this into reality. Create a perfect picture in your mind and replay it frequently. Developing a picture board can help with this. This is a very effective tool that allows you to see the visual impact of achieving your goals.

When my wife and I bought our first house we clipped photographs and pictures of what we wanted our house to have and pasted them on to a large sheet of poster board. We hung this near the front door of our apartment so we could see it every time we left or entered the apartment. We also created a thermometer of “down-payment savings” to help us track our progress.

         

We had a clear deadline and were able to surpass this deadline by almost 30 days. I now keep track of my annual revenues, speaking engagements and book sales in the same manner. I post these sheets on my office wall where I can see them everyday and they allow me to track my progress towards my goals with a quick glance.

Anticipate the challenges you will encounter as you work towards your goals and plan how you will overcome them. This will prepare you for them and help you overcome the obstacles easier and with less stress. In fact, the simple act of planning for obstacles will often prevent many of them from occurring.

Surround yourself with successful, motivated people who also set challenging goals. I share my goals with several friends and associates. When we get together, we motivate each other by talking about our success, our challenges, and our goals. A word of caution: Be careful who you share your goals with. People who are not goal-oriented will not support you, and in many cases, will actually try to dissuade you from your goals.

Use affirmations. If you plan to quit smoking repeat statement such as, “I enjoy the lifestyle of a non-smoker,” “I’m glad I’m a non-smoker,” “I enjoy the taste of food more as a non-smoker.” Stating affirmations aloud, reinforces your goal to your mind and will help you achieve your goal much faster.

Take action. Don't procrastinate. All the planning in the world will not help you achieve your goals. You MUST take action. Once you have determined a goal for yourself, take action within 24 hours. This will set the wheels in motion and create the necessary momentum you need. I once heard a speaker state, “We are either moving toward or away from our goals.” Develop the habit of taking action on a daily basis.

Achieving greatness and a higher level of success is not that difficult. However, it does require discipline, focus and a clear idea of what you want to accomplish. Follow these steps and have your best year ever!

About the author

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen – How to welcome your customers and increase your sales." For information on his programs, visit his website at www.RobertsonTrainingGroup.com. Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his 59-Second Tip, a free weekly e-zine available at his website.

2. New Year's Sales Resolutions
Maura Schreier-Fleming, BestatSelling.com

Forget the resolutions for less food and more exercise. You can always make them later. How about some resolutions to help you sell that are free of calories and require no gym visits? You’ll be more motivated to keep them and they’ll be good for business.

I’ll think more this year. Have you ever noticed that action is more valued in selling than thinking about the action? Managers will measure numbers of sales calls, not the planning or research that went into the execution of the sales call. Thinking is as important to selling success as the actions we do in selling. Sales calls are more likely to succeed when you think and plan before the sales call. More thinking is needed not only before the sales call. It’s after the call as well. When you thoughtfully address what went well, you have the opportunity to repeat it. When you think and identify what went poorly you can fix it and avoid doing it again. You only get to learn from your failures when you’ve thought about them and uncovered what went wrong.

I’m going to listen more. The best salespeople simply are the best listeners. They listen with both their ears and eyes. That they listen more gets them more information that they can use to sell effectively. They notice facial expressions to tell them when their customer is concerned. They hear hesitation in a customer’s voice to notice a lack of commitment to a current supplier. They listen for reporting relationships to determine who has buying power and influence. When you combine listening more with listening better you’ll see how your selling gets better results.

I’m going to take better care of myself. A lot of salespeople remind me of mothers. They take care of everyone else and put themselves last on the list. What brings you joy? Is it reading, relaxing or do you even know? If you haven’t thought about this, see the first resolution. If you know what brings you joy, how many times this week are you doing what makes you happy? If you are too busy, start setting goals. Then learn to say no to anything that is outside your goals. The time you’ve saved is now for you to enjoy. You are as important as your customers. You are the only one who will take the time to care for you.

I’m going to stay away from energy vampires. Who are energy vampires? These are the people who can suck the joy out of anyone. When you make a tough sale, notice who shares your joy—and who does not. Why wouldn’t people be as happy for you as they would be for themselves? Because they’re energy vampires. They’re everywhere and if you’re in sales, your job is to spot them and avoid them. Selling is a tough profession where you are responsible for getting and staying motivated, despite the setbacks. Energy vampires make your work that much harder. Avoid them, and your work gets easier because they are distracting.

I’m going to try something new. Even salespeople who always make their goals should try new things. Why? What you’re doing now may not be the best way to accomplish your objectives. It’s also boring to do the same things over and over again. If you’ve always networked, try prospecting another way. If you’ve always opened the sales call with one question, try a new one. Never asked for a referral? Try asking. Who knows? The new idea may produce results that were beyond your expectations.

If you’ve made New Year’s resolutions to start eating salad with tofu and banish the cookies, add these suggestions to your list. If you haven’t thought about your diet, you’ll still want some accomplishments to celebrate this year. With these resolutions, it will be even better than dessert when you achieve great sales results. Best wishes for your successful selling new year.

About the author

Maura Schreier-Fleming works with business and sales professionals on skills and strategies so they can sell more and be more productive at work. She is the author of Real-World Selling for Out-of-this-World Results which is available at www.BestatSelling.com. She founded her company Best@Selling in 1997. You can reach her at 972.380.0200 or info@Bestatsellling.com.

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