In a recent training session, a group of employees shared with me reasons why they were not meeting their sales goals. They said their territory is too small, quota is too high, the company doesn’t advertise enough, bad economy, businesses have cut their budgets, prospects lie and won’t return phone calls…
While all of these explanations may have some level of validity, successful people don’t allow excuses to get in the way of their accomplishments. Top producers set their goals and understand how to deliver amazing service. When they are told “no”, rejection is not taken personally but is considered an opportunity to ask how to better understand what prospects/customers want and then deliver.
Top producers are thought leaders. Their strategy for success lies in their confidence of knowing how to get the job done. In the book Outliers, author, Malcolm Gladwell said that it takes 10,000 hours of practice to successfully master a given field. Top producers spend countless hours preparing, practicing and positioning themselves for how to best serve their customer, reign over competition and make their company look good.
Developing and implementing a formula to work through obstacles is one of the best ways to pave a path to success, to keep current customers and to gain new ones.