Winning Sales Attitudes by Buzzello Joe

Author:Buzzello, Joe
Language: eng
Format: epub
Publisher: 11 Creative, LLC
Published: 2020-04-05T16:00:00+00:00

Chapter 16

The Vision-Reality Bridge

Connecting dreams to execution + accomplishment

Katie Anderson with Joe Buzzello “Ideas are easy. It’s the execution of ideas that really separates the sheep from the goats.” —Sue Grafton

We often hear leaders speak of the word “Vision”. Some are fanatical about it. They write the word in BIG LETTERS on the board and ask each member of the team to announce their own individual vision and purpose. They also ask salespeople to buy-in to the team’s big picture objective. Salespeople tear apart magazines creating elaborate “vi

119 sion boards” rallying around the rah rah of their carefully crafted (and conspicuously displayed) dreams.

It all sounds good. And it is good.

An individual should—we’ll even say MUST—have a crystalized idea of where they want to take their career. A big and compelling vision is necessary, it’s exciting, it drives energy…it can even drive higher levels of activity, but there’s a potential (and common) problem with all of this vigor. We often get so wrapped up in the excitement of what we’re told we can build, that we forget that all of our fabulous dreams depicted on that vision board can only come to fruition if we cross the bridge from vision to reality—the reality that’s wrapped up and hidden inside of the necessary day-to-day execution of the right activities in the right volume.

“…All of our fabulous dreams depicted on that vision board can only come to fruition if we cross the bridge from vision to reality…”

There are a lot of reasons salespeople may crash and burn. There are dozens of excuses we can expertly craft, however, the hard truth is that direct sales—especially commission-based—is just not that easy!

We must identify that there are inherent challenges that make this game tough—trials such as: • Constant failure

• Massive rejection

• Continuous distractions

• Poor training

• Little or no structure

• A need for constant self-discipline

Because of these real-world factors and countless others, it’s imperative that we steer clear of the nasty habit of making excuses and we practice two other critical doctrines:

1. We must create a BIG, CLEAR vision for ourselves 2. We have to cross the BRIDGE between our vision and the REALITY of what it will take to get the job done If we don’t ADOPT the two beliefs listed above, our road in sales is destined to meet a swift dead end. Let’s go deeper for a moment on the “crash and burn” thing. What goes on in the real world of commission sales and solo-preneurship? Why is there so much carnage?

The truthful answer to that question lies between the “C” and the “A” inside of The CAP Equation® sales methodology. We need to learn how to develop a strong vision, which is a “Competency.” In addition, we will need to foster the mindset or “Attitude” that we’ll stay rooted in the reality of what it takes to cross the bridge to sustained success. Far too often we see people trapped in one of two categories, both of which can prove fatal in the sales world.

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