Here is another excerpt from my new book, “Quick Hitting Sales Tips – Practical Sales Advice That Will Lead You to Sales Success!”
A number of years ago I received my motorcycle certification. During motorcycle riders’ training, the instructors always told the class to look where we wanted their bikes to go. We were taught to look all the way through a turn, that the motorcycle will go where you are looking, or where your focus is. The natural tendency is to focus on where you don’t want to go, such as in the woods or into the curb. But, if that is where you focus while riding, that is where you will end up. Focusing on where you want to go improves your chances of avoiding trouble and keeping your eyes on the road ahead will help you stay the course. The same can be true about many things in life, including sales.
If you’re feeling unmotivated when it comes to sales, take stock of where your focus lies. Are you focusing on what you haven’t accomplished rather than on what you’d like to accomplish? Compare this to where your focus was when you were really motivated toward your goals.
You might feel that the number of challenges has increased since you first started toward those goals, or that things were more exciting when you first launched into the sales profession. If you focus on those emotions, they will affect your motivation.
The good news is, improving your focus is not all that difficult. One of the quickest ways to build your focus muscles is to practice the 95/5 rule – spend 95 percent of your time focusing on what you want and no more than 5 percent of your time on what you don’t want.
Focus is key to being successful in the selling profession. What are you focused on? On hope it is on how you can help your customer.