In uncertain economic times, some salespeople thrive while others struggle. Certain custom building firms earn a greater market share than ever before while others succumb to shrinking profits and market gluts.
It’s easy for struggling sales pros to blame their lackluster performance on the economy, and many areas of the country do report a definite softening. But even in markets where sales may be down as much as 50 percent, someone is selling the other 50 percent. Is it you?
The savvy salesperson sees nothing but opportunity in any market, thanks to a laser-sharp focus on the end game. He moves toward his goals with complete certainty, unfazed by bad news or hesitant customers.
Use the tips below to focus on your desired outcome and you won’t have time to worry about the so-called housing crisis:
- Be specific. Most salespeople hesitate to ask for the sale. Maybe it’s a fear of rejection but the deeper, more truthful answer is that it reflects a lack of intention. Move beyond a “no” with “What else do I need to do to get a ‘yes?’”
- Pay attention. Note what is working for you and continue to do it better than before. Often, sales pros will sabotage their own success out of fear of the unknown. In other words, they’ve reached a new level of success and the uncertainty of the situation causes them to go back to what is familiar and comfortable. Have you ever had a banner month of sales followed up with a mediocre effort the following month? You subconsciously put the brakes on knowing that you couldn’t keep up with that level of success.
- Be clear. You would not consider yourself a physical success if you only went to the gym once a month. Your sales focus also requires regular attention and reinforcement. Re-ignite it. The most powerful way is to set aside a small amount of time early in the morning to evaluate your goals. In this way, your focus remains in place throughout the day regardless of the problems you encounter or the situations you face.
- Upgrade your goals. Professional growth is a result of challenging your intentions and possibilities. Your accomplishments are a direct result of your inner improvements.
Often I am approached by salespeople who attend my seminars asking me about the secret to real sales success. I tell them that the answer is found in dedication to a singular focus. Remember, the Japanese symbol for crisis is made of both the “danger” and “opportunity” characters. In an uncertain economy, which will you focus on?
Paul Montelongo has been a builder for more than 23 years and is a nationally recognized speaker and consultant to the construction industry. Visit him at www.paulmontelongo.com.
