Masters and Naturals: Sales & Customer Experience from the Holistic Viewpoint that Naturals Have & Masters Attain by Grendahl Shannon

Author:Grendahl, Shannon [Grendahl, Shannon]
Language: eng
Format: epub
Publisher: Idea Logic Publishing
Published: 2020-08-30T16:00:00+00:00

Don’t Count the

Money!

In some sales arenas where I have been, I’d get paid as I make each sale. I learned how your motivation can change with each sale just after it is made. If you make a good day’s money by noon and you stop to count the money, you will be content with the amount that you have made. Your motivation will dry up. You won’t have quite the same excitement or energy with each person you talk with after you count the money. Because of waning excitement, you begin to feel like you are spinning your wheels since your closing ratio keeps falling. Once you are happy with what you have accomplished, your mind will begin entertaining more relaxing options than working. You’ll probably end up calling it a day early since you feel that even though you got off to a great start, things slowed down and at least you made an acceptable amount that day.

The way to avoid this from happening is to set a goal number of sales and never stop to count the money. Do anything but count the money because once you do, it’s over.

This is also a secret to expanding your belief in what you are capable of doing. Once in a while, challenge yourself to hit a sales number, and don’t stop to count the money. Often, you’ll find that you make quite a bit more than usual, without an enormous change in effort. Simply keep a focus on managing momentum.

For the sake of this book, I am using an example where we made money every day immediately after each sale. If you are in an office where you get paid once every 2 weeks or get monthly commissions, the principle is the same. Don’t pull out a calculator and figure out how much you’ve made so far this week or month; only think of how close you are to hitting the sales goal. Very few people ever ignore how much they are making because that is what drives them to work. The irony is that counting the money destroys your motivation.

Counting the money is an example of a “kill switch.” A kill switch is something that kills your motivation like flipping a switch. There are many types of kill switches. We each have different ones. For yourself, figure out what your kill switches are and be aware of them. It could be stopping for lunch, stopping for a phone call, or anything else that disrupts your momentum. Generally speaking, when you are on a roll, keep rolling. Put the blinders on and run because once you stop there isn’t any guarantee that you can pick up again with the same momentum you had. In fact, I can almost guarantee that you won’t be able to do so.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.