They’re talented. They have the potential to be great. They’ll amaze you with their knack for
saying the right thing and getting past Shirley the Gatekeeper. They’ll effortlessly ask Bill the Decision
Maker for the sale. They’ll get the
But then the magic disappears, and they won’t make a
sale for a long time. And one day you’ll look around and they’ll be gone.
I’m sure many of you have met these individuals throughout
your career. They were on the
track for greatness but took a left turn when they should’ve continued
What went wrong?
We often talk about bad habits and how to break
them, how not to put ourselves in a position so we don’t return to our old
ways. Breaking bad habits is a
great thing. It’s great for your
health, your golf game, your acting, your writing, and yes, your sales
game. But what about good habits?
There’s hardly a word mentioned about how important it is to maintain
good habits or how difficult it is to practice them. That’s the problem:
people focus on fixing the bad and forget about keeping up with the
Those wonderful, talented, here-today-gone tomorrow workers have something in common.
They may tweak parts of their sales game that don’t need tweaking. Maybe they add an element to the sales process (i.e. becoming overly personal with the client) that’s completely
unnecessary. Why they stray from
what works is not exactly a mystery.
Being consistent on a daily basis is no easy task. It takes discipline, hard work, and the
desire to practice, practice, practice.
Without practice you’ll never be very good no matter what you do. Without enough practice you’ll never be great.
A good sales manager will stress good habits, habits
that have made his workers successful.
When he sees that one of his employees is slipping, the manager will pull him
aside and have a word with him.
“Tom, you’re not doing the things that got you where
you are. Let’s work on those good
Of course the good salesperson understands what makes
him good. He works hard every day to master his good habits.
He is constantly refining his pitch. He takes notes on his post-pitch dialogue. He knows exactly how many times he asks
for the sale on any given day.
Practicing good habits and being consistent leads to
success. That’s a given. The good salesperson understands that and knows that
greatness is a work in progress.