Setting Goals The Right Way

As we all know you, the best way to go about setting goals is to write them down.

Let's assume that you already do that...

One of the greatest mistakes that we have found through our research is that sales people fail because they don't know the effective ways of setting goals. To find out the effective strategies, you might want to look into FEAR Selling. For a limited time only, you can get the FEAR Selling System at an 82% discount off of the regular retail price.

Find out the 168 proven sales strategies, tactics, and techniques that you’ll learn in the recently released second edition of FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep-Seated Emotional Needs.



DON'T FOCUS ON OUTCOMES, FOCUS ON ACTIVITIES

Through extensive surveying, we constantly ask salespeople who participate in our studies about their goals.

Invariably, they define their goals in terms of number of appointments set or number of sales closed.

But you must remember, you as the salesperson are only part of the equation. There are many factors outside of your control such as the overall economy, the state of your industry, and even the mood of your prospect on the morning that you give them your presentation.

Focusing on outcomes in goal setting is dangerous.

What we have found is that the most successful salespeople focus on their activities rather than the outcomes that they hope to achieve.

For example, instead of focusing on the number of appointments set, they focus on the number of the calls that they make in order to set appointments. They say: "I'm going to make 20 calls today, no matter what."

We have found that this distinction makes a world of difference and could strongly affect the salesperson's attitude, which in turn, factors heavily in whether or not they stay motivated enough to reach success in sales.

MEASURE WHAT YOU CAN CONTROL

You can control the number of calls you make, but you can't control how the person on the other end of the line will react to your pitch.

We're not saying just to blindly get on the phone and start pitching. You should definitely spend a significant amount of time honing and testing your sales scripts as we cover in another module.

However, once you have a good script down and have done good prospecting research, focus on prospecting calls.

Dedicate yourself to making a certain number of phone calls or physical visits to clients per day. No matter what happens, make sure you do them.

So, start your day with prospecting and keep filling every spare moment with prospecting, and you will stay on track.

And remember, when you think of setting goals, think in terms of your activities, not your outcomes.



For a limited time only, you can get the FEAR Selling System at an 82% discount off of the regular retail price.

Find out the 168 proven sales strategies, tactics, and techniques that you’ll learn in the recently released second edition of FEAR Selling: How You Can Sell More and Sell Faster By Tapping Into Your Prospects' Deep-Seated Emotional Needs.