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The real secret to increasing your sales

Article by Mark Keating – CEO Sales Guru

If I could guarantee you R1 million if you increased your sales results by 20% during the next two months, would you be able to do it?

People would arrive earlier and leave later than they currently do. They would no longer have a ‘time management’ problem, and overnight would be focusing their time on what really matters to ensure they achieve this target. They would no longer have ‘call reluctance’, and increasing their pipeline of potential business would become a major priority. I also believe that everyone will take more control of their sales process, understand where their business will come from and not waste time on the wrong type of prospects. Procrastination will disappear almost immediately, both for the sales people and their prospects. Their level of excitement, enthusiasm and motivation will become contagious and infect their colleagues, prospects and customers. In short, they will achieve the 20% sales increase and more with laser-like focus.

When I share that I don’t really have R1 million to offer and I see the heads drop and hear, ‘I knew it was too good to be true’. Straight away we go back to the mindset of why sales targets are so hard to achieve.

Everyone got excited about the R1 million ‘incentive’ and suddenly wanted that reward. The reward was large enough to excite people and to change their thinking to focus on what they needed to do in order to achieve the required target. It removed negativity and excuses in a second and had them focus on the right mindset, activities and skills needed to get the job done.

In this lies the BIG SECRET of under-performance …

You do not have a PERSONAL GOAL worthy of the extra effort for your own success. You are relying on other people to create goals and incentives for you, before you put in the effort to be awesome. Please wake up and realise that those days are long gone and every top sales performer needs a very clear PERSONAL goal for 2016 that will drive them to succeed. If your only goal for 2016 is what the company puts in front of you (which really is the minimum), the majority of you will continue to achieve the minimum and never reach your full potential.

I need to ask you something: what will it take for you to start achieving what you are truly capable of?

In closing, my four questions to you are:

  • What do you really want to achieve in 2016? (Be as clear as possible.)
  • Why do you want to achieve this goal? (Does it matter enough?)
  • Who is responsible for you achieving this goal?
  • What are you prepared to do every day in order to achieve this?

Mark Keating is a speaker at Build a Business LIVE.
Proudly brought to you by the National Small Business Chamber (NSBC).