Volumes have been written about goals and why we need to set
them. The fact is, people that have goals get somewhere
faster than those who don't. Goals are targets that must be
set carefully to prevent frustration.
To establish your goals properly it is necessary to find out
where you are. If you are selling 8 units a month a goal of
20 is going to be admirable but not attainable without a
plan. Set your short-term goal at 12 and a long-term goal at
20.
To reach your goal you need a plan. It is easy to set a goal
but without a plan it is tough to reach. If you talked to 40
people and sold 8 units, you need to talk to 80 to sell 16.
This means that you may have to generate more ups than are
currently coming through the door. You need a prospecting
plan. Working on closing skills and sales skills will
increase the number of ups you are closing. If you attack a
problem at both ends you will be surprised at what you can
accomplish.
Find someone who is successful selling automobiles. Watch
what they do and do the same things. If you duplicate effort
you can duplicate results. Choose your role models carefully
and cultivate no bad habits. Once you reach a goal set a new
one a little higher and go for it. For your goal to work you
need to be specific about what the goal is. I want to sell
more cars is not a goal. I want to sell 20 cars a month so
that I can make it to sales manager and from there own my
own dealership in 7 years is a specific goal with a planned
outcome.
Look back at the things you have done in your life that were
a success. Did you set a goal and go for it? If so, put
yourself in that state of mind and set another goal. If you
believe you can achieve.
Personal work habits are important to your success. Planning
and goal setting will motivate you to achieve positive
results. Here are some guidelines to use in developing
strong personal work habits;
1. Think about time, set a goal, and then figure out a
method or a program of action that will help you to reach
that goal in an allotted time. 2. Establish at the beginning
of each month a goal for the next month and figure the
specific effort required to reach it. 3. Broadly plan each
week in advance. 4. Plan in advance each day's work, taking
into consideration the most important things to do that day.
5. Establish the number of demonstrations, appraisals, new
prospects and people who you must see face to face to reach
your established goals. 6. At the end of each week, review
and analyze actions to determine how to better utilize time
or plan more effectively. 7. Make reports to management
concerning objectives. 8. Maintain a prospect development
system. 9. Maintain an owner follow-up system that
encourages repeat business and make your owners conscious of
you so that they will refer leads and prospects. 10. Dress
in good taste. 11. Be enthusiastic. 12. Be a good will
ambassador for the company.
Your ability as a professional is in direct proportion to
how well you manage your time... Your ability as a
salesperson is in direct proportion to your knowledge of
what you are doing...Your ability as a worker is in direct
proportion to how you cause your fellow workers and the boss
to feel and think about you... You owe it to yourself to be
successful! Footnote: Your worst enemy and your best friend
are the same thing... YOUR HABITS. When you make up your
mind that your own personal progress and success are vastly
more important than poor work habits, it will be easy to
develop positive, productive habits.
Contact Jim at 800.726.0510
|
