Video: Focus on Process Not Results
Last week's post "Sales Goals Can Be Your Worst Enemy" explained that, when selling, you must think like an Olympic athlete. You visualize your goals BEFORE you perform, but when you're actually selling, you MUST keep focused on the process -- on what's going on right then and there. This is a key point that every sales professional must understand, so here's Keith Rosen explaining the concept in his own words:
I have one thing to add to this. A good way to focus on process -- and on what's going on between you and the prospect -- is to use the computer to prompt you on the structure of the cold call. That way, you can put most of your attention on the prospect, thereby allowing you to improvise and customize as needed.
There are two tools on Sales Machine to help you do this: