The 10-step formula for success

Step #1 Stay on the Right Side of the Trouble-Line

What does this mean? For discussion sake, let’s say you work 8-5. Spend your time in those hours focusing only on things that are productive and, if you’re in sales, produce revenue. I call this “pay time” activity. Anything you’re doing in those hours that is not productive should be done after 5 p.m. (like writing an article for a publication), in what I call “non-pay time.” When you work on “non-pay time” activities in “pay time,” you’re crossing the trouble line of success.

Step #2 Burn Your Bridges

We all hear not to do this, but here is what I mean. Suppose you’re taking on a new venture. Commit 100 percent to this new venture as though there’s no going back if you aren’t successful. Commit as though you couldn’t go back. I’ve seen people say, “Well, if this doesn’t work, I can always go back to…” Mentally burn that bridge back, and commit to your success: You can’t and won’t go back!

Step #3 Be Mentally and Emotionally Tough

Don’t let outside influences impact your belief in yourself and get you down. If you’re in sales and you get a no, so what? Who cares? Frankly, sales is not for wimps. Move on, and be emotionally and mentally tough and realize it’s part of the job. Don’t let the no’s impact your belief in yourself.

Step #4 Maintain a Healthy Self-Esteem

What are you doing to cultivate a positive belief in yourself? What are you doing to remove negative influences in your life? No one can impact how you feel about yourself unless you let them.

Step #5 Cultivate a Support Group

No successful person ever did it on his/her own. Be willing to get support from those who share your personal and professional values. Be willing to have ” intellectual humility,” the humility to realize you don’t have all the answers, and maybe others do. Be willing to be held accountable.

Step #6 Know When To Use Product Knowledge

I see too many salespeople right from the outset of their sales call do what I call “show up and throw up” the features and benefits of their products/services. Know when to use it on a call. Ask questions first; present product knowledge only if you have a qualified prospect.

Step #7 Know Your Competition

I don’t worry much about my competition. I don’t focus my energies on things I can’t control, but that doesn’t mean I don’t know what they are doing in the market. Knowledge is power.

Step #8 Keep a Journal

All studies prove the value of “daily” journaling and what it does for success.

Step #9 Work a Prospecting System

Use this rather than the “wing it” system. Have you ever written down what your “ideal” prospect looks like and where and how to find them? Step one of any system requires you do this.

Step #10 Have a System For Selling

Would you fly in a plane as a passenger if the pilot did not have a system to fly it safely? Remember, the prospect has their system to deal with salespeople. And frankly, it works very well on most salespeople. If you do not have a more powerful system than theirs, going to the bank is not a place you’ll become accustomed to.
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Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or [email protected].