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Eight. A lack of knowledge about goal-setting - People don’t know the mechanics of setting goals.|Eight. A lack of knowledge about goal-setting - People don’t know the mechanics of setting goals.
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Goal-setting is a series of steps. The components of goal-setting are similar to that of a plane ticket.|Goal-setting is a series of steps. The components of goal-setting are similar to that of a plane ticket.
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When you buy a plane ticket, what does it say?|When you buy a plane ticket, what does it say?
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A good sales professional is focussed and goal-oriented. He has time-bound targets.|A good sales professional is focussed and goal-oriented. He has time-bound targets.
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Goals can be: Short-term - up to one year Medium-term - up to three years|Goals can be: Short-term - up to one year Medium-term - up to three years
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Long-term - up to five years|Long-term - up to five years
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Long-term goals can also go beyond five years, but generally if they are beyond five years, we consider them a purpose of life.|Long-term goals can also go beyond five years, but generally if they are beyond five years, we consider them a purpose of life.
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Needs are stronger than wants.|Needs are stronger than wants.
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For example, I need a car but I want a Mercedes.The need is for a car but the desire is to own a Mercedes.|For example, I need a car but I want a Mercedes.The need is for a car but the desire is to own a Mercedes.
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Most people are vague about what their major objectives are in life.|Most people are vague about what their major objectives are in life.
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They think that ‘I want to be rich, happy and make a good living’ are objectives.|They think that ‘I want to be rich, happy and make a good living’ are objectives.
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These are all wants and none of them are clear goals. Goals must be SMART:|These are all wants and none of them are clear goals. Goals must be SMART:
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‘I want to lose weight.’ Is this a statement or a goal?|‘I want to lose weight.’ Is this a statement or a goal?
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The answer is, it is only a wish, not a goal Why? This is because it is neither specific nor measurable nor time-bound.|The answer is, it is only a wish, not a goal Why? This is because it is neither specific nor measurable nor time-bound.
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However, if I said|However, if I said
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‘I want to lose ten pounds by XYZ date or in forty-five days,’ that is a specific, time- bound and a measurable goal.|‘I want to lose ten pounds by XYZ date or in forty-five days,’ that is a specific, time- bound and a measurable goal.
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Is the statement, ‘I want to lose ten pounds in one day,’ a goal?|Is the statement, ‘I want to lose ten pounds in one day,’ a goal?
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The answer is no, because this goal is both unrealistic and not achievable.|The answer is no, because this goal is both unrealistic and not achievable.
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Between realistic and achievable, there is a little overlapping.|Between realistic and achievable, there is a little overlapping.
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If a goal is within reach, does it motivate us? The answer is no, it doesn’t.|If a goal is within reach, does it motivate us? The answer is no, it doesn’t.
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If it is within our grasp and easy to reach, it gives us no sense of achievement/accomplishment even if we achieve it.|If it is within our grasp and easy to reach, it gives us no sense of achievement/accomplishment even if we achieve it.
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Therefore, goals must require a stretch. They must be slightly out of reach|Therefore, goals must require a stretch. They must be slightly out of reach
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but not out of sight.|but not out of sight.
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Goals out-of-reach are motivating but goals out-of-sight are de-motivating.|Goals out-of-reach are motivating but goals out-of-sight are de-motivating.
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‘Life is hard by the yard, but by the inch, it’s a clinch.’|‘Life is hard by the yard, but by the inch, it’s a clinch.’
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GEAN GORDON.|GEAN GORDON.
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Larger goals are more easily achieved if they are broken into small ones.|Larger goals are more easily achieved if they are broken into small ones.
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How do you achieve yearly goals? The same way you eat an elephant. The answer is: one bite at a time!|How do you achieve yearly goals? The same way you eat an elephant. The answer is: one bite at a time!
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MECHANISMS TO ACHIEVE YOUR GOALS:|MECHANISMS TO ACHIEVE YOUR GOALS:
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Divide your yearly goal into the smallest common denominator One. Semi-annual.|Divide your yearly goal into the smallest common denominator One. Semi-annual.
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If you meet your hourly goals, you will automatically meet your weekly, monthly and yearly goals,|If you meet your hourly goals, you will automatically meet your weekly, monthly and yearly goals,
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if you are behind on your hourly goal, it disturbs the timing of other goals as well.|if you are behind on your hourly goal, it disturbs the timing of other goals as well.
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People who say, ‘I did not meet my goal today but I will make up for it tomorrow.’ Don’t buy it. Because their commitment is missing.|People who say, ‘I did not meet my goal today but I will make up for it tomorrow.’ Don’t buy it. Because their commitment is missing.
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Time is a perishable commodity.|Time is a perishable commodity.
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Ask a hotelier if they have not sold a room for one night, can the other three sixty-four nights cover the loss for that one night?|Ask a hotelier if they have not sold a room for one night, can the other three sixty-four nights cover the loss for that one night?
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He put a wooden bird as the target and asked his disciples to aim at the eye of the bird.|He put a wooden bird as the target and asked his disciples to aim at the eye of the bird.
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The first disciple was asked to describe what he saw. He said, ‘I see the trees, the branches, the leaves, the sky, the bird and its eye.’|The first disciple was asked to describe what he saw. He said, ‘I see the trees, the branches, the leaves, the sky, the bird and its eye.’
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The sage asked this disciple to wait Then, he asked the second disciple the same question and he replied,|The sage asked this disciple to wait Then, he asked the second disciple the same question and he replied,
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‘I only see the eye of the bird.’ The sage said, ‘Very good. Now shoot.”|‘I only see the eye of the bird.’ The sage said, ‘Very good. Now shoot.”
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The arrow was absolutely on target.|The arrow was absolutely on target.
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The moral is, unless we focus, we cannot achieve our goal. It is hard to streamline our thoughts and concentrate, but it is a skill that can be learnt.|The moral is, unless we focus, we cannot achieve our goal. It is hard to streamline our thoughts and concentrate, but it is a skill that can be learnt.
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A good sales professional will set his target very clearly.|A good sales professional will set his target very clearly.
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For example, if a person needs to make a one thousand dollars a week and his average commission is three hundred and fifty dollars,|For example, if a person needs to make a one thousand dollars a week and his average commission is three hundred and fifty dollars,
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that means he needs to make three sales a week.|that means he needs to make three sales a week.
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In order to make three sales a week, he has to make ten sales presentations face-to-face. In order to make ten presentations, he is required to make fifteen appointments a week.|In order to make three sales a week, he has to make ten sales presentations face-to-face. In order to make ten presentations, he is required t...
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This is because he leaves room for cancellations, contingencies or unforeseen reasons.|This is because he leaves room for cancellations, contingencies or unforeseen reasons.
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In order to have fifteen appointments, he needs to speak to fifty decision- makers a week.|In order to have fifteen appointments, he needs to speak to fifty decision- makers a week.
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In order to speak to fifty decision-makers a week, he needs to make one hundred and fifty calls or phone dials a week.|In order to speak to fifty decision-makers a week, he needs to make one hundred and fifty calls or phone dials a week.
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A good sales professional is aware of his closing ratios and activity level.|A good sales professional is aware of his closing ratios and activity level.
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There are no shortcuts. In order to double up his sales or income from one thousand dollars to two thousand dollars a week, he can do only three things:|There are no shortcuts. In order to double up his sales or income from one thousand dollars to two thousand dollars a week, he can do only three things:
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One. double up his activity making thirty appointments and keeping twenty,|One. double up his activity making thirty appointments and keeping twenty,
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and closing six sales with each sale giving him three hundred and fifty dollars.|and closing six sales with each sale giving him three hundred and fifty dollars.
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Two. Keep the same number of appointments, ten. but double up the size of his commission to seven hundred dollars|Two. Keep the same number of appointments, ten. but double up the size of his commission to seven hundred dollars
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Improve his closing ratio, from three or four out of ten to six out of ten.|Improve his closing ratio, from three or four out of ten to six out of ten.
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It has its limitations, because eventually|It has its limitations, because eventually
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there are only so many hours per day and you cannot stretch time beyond twenty-four hours. You can only see so many people and no more.|there are only so many hours per day and you cannot stretch time beyond twenty-four hours. You can only see so many people and no more.
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The best way would be, To optimize the number of appointments.|The best way would be, To optimize the number of appointments.
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Multiply the volume to double, triple or more per sale.|Multiply the volume to double, triple or more per sale.
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To improve the closing ratio.|To improve the closing ratio.
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All three combined, along with time optimization would be the recipe to success.|All three combined, along with time optimization would be the recipe to success.
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The ideal scenario would be to have twenty presentations a week with a sixty per cent closing ratio|The ideal scenario would be to have twenty presentations a week with a sixty per cent closing ratio
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or (twelve sales) with double the value (seven hundred dollars per sale)|or (twelve sales) with double the value (seven hundred dollars per sale)
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resulting in eight thosand four hundred dollars commission per week.|resulting in eight thosand four hundred dollars commission per week.
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The above awareness will help and enhance output and make a person set appropriate goals.|The above awareness will help and enhance output and make a person set appropriate goals.
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Without this knowledge, one could be working hard yet not be successful.|Without this knowledge, one could be working hard yet not be successful.
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If that is the case, then you need to re-evaluate your activity and competence levels.|If that is the case, then you need to re-evaluate your activity and competence levels.
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ACTIVITY IS NOT THE SAME AS ACCOMPLISHMENT.|ACTIVITY IS NOT THE SAME AS ACCOMPLISHMENT.
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‘Do not confuse motion and progress. A rocking horse keeps moving but does not make any progress.’|‘Do not confuse motion and progress. A rocking horse keeps moving but does not make any progress.’
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ALFRED A MONTAPERT|ALFRED A MONTAPERT
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A good professional always identifies and breaks down his activity into results.|A good professional always identifies and breaks down his activity into results.
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For example, how many phone calls do you need to make to get an appointment?|For example, how many phone calls do you need to make to get an appointment?
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how many appointments to a sale, how many sales (closing ratios) leading to referrals and new contacts.|how many appointments to a sale, how many sales (closing ratios) leading to referrals and new contacts.
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INCREASE YOUR INCOME BY FIFTY-TWO PERCENT EACH YEAR|INCREASE YOUR INCOME BY FIFTY-TWO PERCENT EACH YEAR
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Does it sound impossible that you could increase your income by fifty-two per cent every year?|Does it sound impossible that you could increase your income by fifty-two per cent every year?
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Did you ever realize that it is a lot easier to change one per cent in a hundred different areas than to change hundred per cent in any one area?|Did you ever realize that it is a lot easier to change one per cent in a hundred different areas than to change hundred per cent in any one area?
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That means,|That means,
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if we just make one per cent overall improvement per week in our behavior, activity and productivity,|if we just make one per cent overall improvement per week in our behavior, activity and productivity,
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our annual growth would be fifty-two per cent a year (figuratively speaking).|our annual growth would be fifty-two per cent a year (figuratively speaking).
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Don't start calculating these percentages. They will never add up.|Don't start calculating these percentages. They will never add up.
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Catch the spirit! Remember, there are some people who keep dissecting the roots while others keep eating the fruits!|Catch the spirit! Remember, there are some people who keep dissecting the roots while others keep eating the fruits!
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Just imagine what this can amount to compounding every year in five years.|Just imagine what this can amount to compounding every year in five years.
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All you have to do, is make a one per cent overall improvement per week.|All you have to do, is make a one per cent overall improvement per week.
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How can you achieve this improvement annually?|How can you achieve this improvement annually?
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Read your goals twice a day. Plan your day one week in advance. Read thirty minutes every day before going to bed. Listen to a motivational audio CD while driving.|Read your goals twice a day. Plan your day one week in advance. Read thirty minutes every day before going to bed. Listen to a motivational audio CD while d...
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Evaluate each sales call immediately by asking yourself two questions: What are the things that I should have done and I didn’t? What are the things that I did do but should not have done?|Evaluate each sales call immediately by asking yourself two questions: What are the things that I should have done and I didn’t? ...
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Make every person feel important about themselves.|Make every person feel important about themselves.
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‘The men who try to do something and fail are infinitely better than those who try to do nothing and succeed.’ - LLOYD JONES|‘The men who try to do something and fail are infinitely better than those who try to do nothing and succeed.’ - LLOYD JONES
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A good sales professional is focussed, yet he is not blind to what is going on around him.|A good sales professional is focussed, yet he is not blind to what is going on around him.
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Big dreams act like magnets, attracting you closer to your destination.|Big dreams act like magnets, attracting you closer to your destination.
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It takes the same effort and time to sell a small-ticket item that it takes to sell a big ticket item.|It takes the same effort and time to sell a small-ticket item that it takes to sell a big ticket item.
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The only difference is a few zeros at the end.|The only difference is a few zeros at the end.
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Chapter Twenty-Eight. Why Salespeople Fail ?|Chapter Twenty-Eight. Why Salespeople Fail ?
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One of the main reasons why people fail in the selling profession is because they do not understand the law of averages and hence don’t believe in it.|One of the main reasons why people fail in the selling profession is because they do not understand the law of averages and hence don’t believe in it.
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Second reason is fear of rejection.|Second reason is fear of rejection.
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Why? It is because when a person is rejected, their self esteem goes down and they feel demotivated.|Why? It is because when a person is rejected, their self esteem goes down and they feel demotivated.
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Their biggest misconception is that business will come to them.|Their biggest misconception is that business will come to them.
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In the selling profession, business doesn’t come, we have to go out and get it.|In the selling profession, business doesn’t come, we have to go out and get it.
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You must have heard many self-made success stories, but have you ever heard of a self-made failure story?|You must have heard many self-made success stories, but have you ever heard of a self-made failure story?
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Probably not! Unsuccessful people end up blaming their parents, teachers, the economy, the stars, luck, horoscope,|Probably not! Unsuccessful people end up blaming their parents, teachers, the economy, the stars, luck, horoscope,
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company, product, manager, customer,|company, product, manager, customer,
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