Recently, I had a conversation with Rich Machowicz, a former
Navy Seal, martial arts black belt and the author of Unleash the
Warrior Within (Marlowe & Co.). He explained to me that he
prefers to substitute targets for goals. As a Seal, he always had a
specific, tangible target he was trying to hit.
Many times, however, various obstacles got in Machowicz's
way, and he had to clear them before he could achieve his
objective. As long as he kept that target within his sight,
however, he could get over, under, past or through any barriers
that might present themselves.
The same kind of concept applies to sales. Think of every sales
deal as a specific, tangible target. Sometimes, to hit your target,
you have to simply clear away the clutter that can get in the way
of your path to success. Here are five practical and effective
strategies to do just that:
Content Continues Below
1. Clean house. If
you're like most people, you're probably overloaded with
mounds of paper--on your desk, in your files and in your briefcase.
It's time to clean up. Clear your desk. File or throw out
anything that is not of immediate concern. Take care of everything
else immediately. Always keep in front of you only those things
that are of top priority.
2. Stop selling and start
signing. It's possible to sell yourself out of a
sale, and that's what will happen if you don't focus on how
to get the deal signed. Ask the customer "What do we need to
do to get the purchase order signed?"
3. Create a hit list. Keep a
list of your most important "targets"--prospects and
customers--in your wallet and on your wall so they're
constantly on your mind. That way, even though you may not be
consciously concentrating on them, you'll discover new ways to
reach them.
4. Build a critical path.
This is a visual reminder of your target and the connections needed
to reach it. Write it down, and look at it often. It will probably
have a hub in the center (representing your target) and spokes
coming out in many directions (representing the key means of moving
forward). This kind of visual will help you stay focused and
determine the best path to success.
5. Gather your resources. Do
you have everything you need to make the deal? Is your product as
good as it can be? Are you at the top of your game? Make sure you
have as many resources as possible to give you the confidence you
need to achieve your objective.
Remember, to hit the target, you must clear away everything
that's in your way so you can go straight for it. You're
going to have to make sacrifices. Your belief has got to be as
strong as if your life were on the line. Once your belief starts
faltering, everything else will come down with it. Learn how to
push yourself, and ignore that voice inside that says you can't
do it. In the meantime, keep your target in sight and your aim
true, and you will succeed.
Top-rated sales, management and motivation speaker Barry
Farber (www.barryfarber.com) is the author of 12
Clichés of Selling and Why They Work.