Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales goals?

Did you write your goals down?

Did your review them frequently, and revise them as conditions changed? Or did you set them at the beginning of the year, and forget about them by February?

What do you most want this coming year?

The first and most basic step to getting what you want is to know what that is, and to constantly remind yourself of that. Goal setting is an important skill. One that you've may have read about and heard about many times before. It only works though if you do it.

Sales Goals & Reasons

Start with the end in mind. What is the result that you want? Give yourself the freedom to think big. Picture a big compelling goal that you really, really want. While envisioning this picture, how you make it happen is not important right now. The important thing is to get started, thinking big about what it is that you most want. Later we'll deal with how you get it. Your focus should be on what you want.

Sales goals should be expressed in ways that compel us to achieve them. The human brain directs us to creating what we focus on, good or bad. Start by writing down your goal. The more specific you make your goal the better. Create the picture in your mind and write down specific quantities, dates or time periods, places, people, etc.

Now make the image of your goal really compelling. Make it in color, add sounds, feelings, movement and sensations to it. Find or make a picture of it and carry it around in your pocket, purse or daytimer or post it prominently on your office, bedroom, or bathroom wall. Carry a symbol or icon of your goal around with you, constantly reminding yourself of what you are going for.

Now that you know what you want, its time to get clear about *why* you want it. Your reasons for your desires are the drive that will cause you to get what you want. Get big enough reasons, and you can accomplish anything.

Let me give you an example. Let's say you want a big, fat six- figure income this year. That's the sales goal - a big, fat six-figure income. But this is really not specific enough. So you refine this and say that you want to make $300,000.00 in income this year. Good, now your goal is specific and timed.

So what are your reasons for wanting this goal? Upon asking yourself this question, maybe you answer that this will make you feel more powerful, successful, and capable. Or you say that you will be able to afford a nice home for your family, an education for your kids, and financial independence at an early age.

Now these are reasons that motivate a person. Much more exciting than just stating a number.

Setting goals alone is more than most people do in life. If you write down your goals, AND review them frequently, you are well on your way to accomplishing what you want. But when the obstacles start coming and getting in your way, you will need real drive and determination to keep going and not give up. Determining and writing down your reasons for wanting your goals will give you the drive and the power necessary to make them happen.

Write down your sales goals, being timed and specific. Write down your reasons for why you want your goals. Get pictures, symbols or icons that you can post up or carry around with you to constantly remind you of what you want and why.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

---

Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

As They Approcah the Finish Line... The Winner Is?

Recently, right before I was about to deliver a motivational... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

TheTop 10 Reasons Why Salespeople Get Outsold

In my business, it has been an interesting and very... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

Sales Language: Whats Wrong with But?

Language is one of the most important tools you have... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

The Road to Achieving Training Success: What Holds the Key?

As a trainer, you will be able to see a... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

5 Small Steps To Ultimate Sales Success

"Selling worth doing is worth doing badly ? at first!"... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Four Ways To Increase Your Sales Fast... In 2-4 Weeks?

You built a very good web site...You have a great... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a... Read More

Grow Sales Using Image Tactics

In my dreams, I envision being the marketing consultant equivalent... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Smart Discounting: The Right Way To Discount Your Products

If a store had a great discount in the middle... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More