I Did It Again

"I did it again." While this is a simple phrase, a sentence that rolls off the tongue, it is also a great motivator, a philosophy for sales and for life. Let me break it down a bit.

Marathon and Triathlon training can be broken down into small training steps which, applied over time, become routines that draw you closer to your goal; getting in shape for the event. I have completed (2) marathons and (2) Triathlons (swim relay portion). I started with small running and swimming goals and applied consistence to it. "I did it again!" was my motto. I ran...again. I swam...again, I ate healthy...again. I had the choice to stop, to make an excuse, or to just give up, yet I did not.

To you the sales professional: Sales is the art and science of applying small principles over and over again to solve the need, wants, desires, and challenges of your prospect, customer, or client. "I did it again" is the pure motivation which successful professionals use.

• I did it again...I prospected a new account, new lead, new location
• I did it again...I asked the hard open-ended question which my competitor did not ask
• I did it again...I provided value by researching my product, the market, the competition, my customer/client
• I did it again...I read another sales or business book, I listened to a tape, I attended a webinar, I read a sales newsletter
• I did it again...I worked harder on myself than on my job. When I work hard on my job, I make a living, when work hard on myself, I make a fortune.
• I did it again...I took the time to thank people along the way who helped me get where I am and where I want to be

In your personal/professional life: the success or failure(s) in your life can be tied to your thoughts, actions, habits, and character which is being built.

• I did it again...I drank too much at the party
• I did it again...I ate too much junk food
• I did it again...I blamed all the people around me for all my failures
• I did it again...I was selfish and greedy
• I did it again...I did not take responsibility for my actions

Sure those are negative, yet there is always a choice

• I did it again...I stopped drinking at my limit and enjoyed myself without the need
• I did it again...I ate 1/2 the portion and focused on the healthy alternatives
• I did it again...I owned my part in the success and/or failure of my actions or inaction's
• I did it again...I was selfless and giving of my time, treasure, and talents
• I did it again...I developed my self improvement plan for my health, finances, friendships, and career

"I did it again!" is more than 4 words strung together, more than a simple phrase. For me, it is a way of life where I can apply small corrective steps to move toward my success goals and away from my failures. I learn, I grow, I risk, and I apply what I gather to make the next move the right move.

YOU DID IT AGAIN!

Now, if you have read this far, you know that I am on your side, I am in your corner, I want you to succeed.

Selling Like Jean Luc Picard

"Tea, Earl Grey, HOT!" These are the famous works from Captain Picard of the Enterprise (Star Trek Next Generation)

I've enjoyed watching the show, simply for the leadership aspects of Captain Picard. Now, how does that apply to your selling career and/or sales management career?

Here are three simple truths, Picard and others know...

1. Picard knows what he wants.
2. He articulates it clearly.
3. He has a system for producing his desired outcome every time.

He Knows What He Wants - Pre-call planning. Knowing the outcome of the sales call before you show up. What are you trying to get from this call, what are your trying to give in this call? Where are you taking the sales call, where is the customer taking you?

He Articulates It Clearly - Using open ended questions, providing samples, taking a tour of your operations, are all ways to clearly articulate what you are trying to pass along when you are selling.

He Has A System - a systematic approach to selling. Using a process, understanding the customer, walking through a checklist, it is all the same, a systematic approach to moving a customer from "here" to "there" without forcing the issue.

Granted, not every call will have a "Captain Jean-Luc Picard" appeal. The point is to strive for more calls with this approach and appeal. What would that look like? What would that sound like? What would the outcomes and results do for you and your family? For your customer?