THE WORD - AFTER IT'S SAID
Most sales people are great "talkers" and don't focus enough on improving effective listening skills. How often have you said something to a client or candidate that you'd like to take back?
Are you making WWD (what we do) presentations or do your conversations focus on what's most important to the other person? People would rather talk about themselves than anything you're trying to sell to them. It is difficult to realize that your customers and clients don't really care about our opinion. They only care about theirs. That is why it's so important to always focus on the benefits your customers and clients will enjoy as a result of having you represent them.
It's especially important to be aware of what you say when problems occur. This is when you have to be at your best. It's important to develop an outside/in attitude always seeing your services through the eyes of your customers and clients. When you develop this attitude, you won’t have to "recover" your words!
THE OCCASION - AFTER IT'S MISSED
We are in a new decade, a new market and a different economy. You have "occasions" every day to attract and land your best client. Each day, you are capable of changing someone's life for the better! If you don't arrive at work each day with high expectations of yourself, opportunities will go to your co-workers or competitors. Life is too short to miss out on taking advantage of all opportunities and occasions that present themselves.
THE TIME - AFTER IT'S GONE
This is not 1999 and you don't want to waste one minute focused on previous years. Focus on today and tomorrow and see the endless opportunities at your fingertips. If you want a Record Year, know your numbers and commit to hit the goals you set. If you have not attained your goals in January and February, figure out the difference and add it to the next ten months. You don't want to give up your dreams and goals before the end of the first quarter.
You don't want 2017 to be a "woulda, coulda and shoulda" year. Let's make 2017 the year that you commit to the level of results you need each day, to consistently hit your production and income goals.
THE STONE - AFTER IT'S THROWN
No matter what industry you are in, you are in a great profession. It is important that you remain positive when discussing your competitors. Negative remarks affect the opinion of your entire profession. If you get an opportunity to promote your profession by writing an article, speaking at an event or being interviewed about the benefits of utilizing your firm... accept the opportunity.
You change people's lives every day and it's time this message gets out to all your clients and customers.