STRATEGY Adam Caplan
You know exactly what to say to them, how to react to every situation, you are the master of the call. You make the day’s target (of sales, appointments, leads, whatever your target of the day was) by lunchtime. This was handy as you’ve been able to make a face-to-face appointment with a client for that afternoon. You lunch healthily, an energy giving lunch that doesn’t leave you groggy all afternoon. This is important as you’re off to see a potential lucrative prospect. You arrive at the prospect’s offices in good time, confident with just a little buzz of anticipation to give you that important edge in the meeting. Whilst you’re waiting you visualise a positive meeting going exactly how you want it to go. You enter the meeting. It goes exactly as you wanted it to go, you leave with the client moving your relationships with their company on to the next stage. Everybody is delighted. You drive back to the office, feeling on top of the world. Which is a standard day for you, if you’re being completely honest. When you get back to the office, you update your paperwork, make some extra calls to set tomorrow up nicely and before you know it, everybody else is sloping off home. You’re not quite finished as you’ve got your plan for tomorrow to write up. It doesn’t take long and you choose to leave the office, extremely pleased with your day and already looking forward to the next one. The drive home is pleasant, even if the traffic is heavy, as you are reviewing the client meeting that went the way you expected. Let’s be honest, you’re in comfort and listening to whatever music meets your mood. It’s likely to be uplifting and positive, it’s the soundtrack to your life after all. Everything in your life happens as you want it to happen, you have everything you need, you have lots you still want to have and enjoy and you are well on the way to achieving this and all of your goals. Your relationships with everyone at work and at home are superb, everyone treats everybody else well and you are loved and loving. You are in control, happy, secure and have an unbridled enthusiasm for your existence. You just know that there can’t be many happier people than you are at that precise moment. Except you, yesterday, the previous day and probably the you’s every day in the future as well. It’s a blessed life because the ‘salesperson’s perfect day’ is every day. As you read this you might be thinking that this person doesn’t exist. I can tell you that they do. You might think that this can’t relate to you and that you couldn’t be that person. I can tell you that you could be. You might think that people just can’t be that fortunate that everything in their life is perfect. Perfect job, perfect money, perfect friends and loved ones, perfect customers and perfect motivation. I have to ask you… Why not? Furthermore, why not you? If you’ve read the ‘salesperson’s perfect day’ and thought “That’s the sort of day I want to have, then keep reading this serialization of my next book, Born To Sell. Because the ‘Born To Sell salesperson’s day’ is like this every day. I know as my days are like that. Every single day!
Next month we will look at Adding An Absolutely Amazing Attitude.
Adam Caplan runs Ups Training, a sales training and assessment business that specialises in training, assessing and developing salespeople. 56 June 2014
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