Are your sales results always awesome? Or do some months leave you wondering if you’ll be able to pay your mortgage? One of the most difficult parts of being a professional salesperson is managing the emotional peaks and valleys that accompany the ups and downs of sales. But according to Weldon Long, there is no challenge you can’t overcome, and he shows how salespeople can thrive in the face of adversity if they are just willing to create the right mindset and implement the right sales process—consistently. Unreliable performance and unpredictable results are likely, says Long, because you aren't doing the same thing consistently on every sales call. If sales activities are random, results will be random. And random sales activities will never accidentally start producing consistent sales results, just as consistent sales activities will never start producing random results. It just can’t happen. Whether it’s a bad economy, a cheap competitor, bad leads, or a personal challenge, Long provides step-by-step advice on how you can make committed, consistent activities part of your daily sales routine so you will consistently be rewarded with the sales you deserve. Weldon Long is a successful entrepreneur, sales expert, and author, who—in 2003—walked out of a homeless shelter where he was living and within sixty months, had grown a sales organization to over $20 million in sales.
|Publisher:||Greenleaf Book Group Press|
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About the Author
Weldon Long built an Inc. 5000 company with over $20,000,000 in sales in just 60 months. In 2009, his company was selected as one of Inc. magazine’s fastest growing private companies in America. Today this New York Times best-selling author is one of the nation’s most powerful speakers and a driven motivator who teaches others the sales and prosperity mindset philosophies that catapulted him from desperation and poverty to a life of wealth and prosperity.
Read an Excerpt
THE PROSPERITY MINDSET — SUCCESS IS AN INSIDE JOB
I can't stress enough that your sales success and income will be a direct reflection of what you do — not what your customer or your boss or your competitors do.
If you want to create massive and transformational success in your sales career, you need three things: the Prosperity Mindset, the Consistency Selling method, and the consistent implementation of both.
All three are necessary because if you are thinking the right things on a sales call and doing the right things on a sales call — on a consistent basis, you can only create the right sales results.
In this chapter, I will give you an overview of how to create a Prosperity Mindset that will allow you to accomplish anything you want. If you would like a more detailed discussion of the process behind the Prosperity Mindset, I highly recommend that you read my book The Power of Consistency.
Of course, there will always be people who will seek to rationalize and justify poor sales performance by blaming forces outside themselves: the economy, the customer, the boss, or the leads. There will always be that guy who says, "I don't understand what's going on. I mean, I'm doing all the right things — but I can't seem to close any business."
That's balderdash. If he were really doing all the right things, over time he would create the right results, because you can't do the right things in sales and accidentally produce the wrong results.
SUCCESS IS AN INSIDE JOB
The first step in creating massive and transformational change in your sales results is acknowledging that you are the responsible party. Success is an inside job. That's what the Prosperity Mindset is all about.
I'll illustrate what I mean by the following example. John runs 10 leads and closes 4 of them with an average sale of $5,000 for a total of $20,000 in revenue on his 10 leads. Jane runs 10 leads and closes 5 of them with an average sale of $8,000 for a total of $40,000 in revenue on her 10 leads. Most people would agree that there are sales professionals performing at John's level and at Jane's level. But would you agree that there are sales professionals performing at John's level and Jane's level in the same town, in the same economy, and with the same customers?
Would you be willing to admit there are sales professionals performing at John's level and Jane's level in the same company, in the same economy, with the same customers, the same boss, and the same leads?
Think about this: If you have one person performing at John's level and another performing at Jane's level, and they both face identical external factors, their individual sales results CANNOT be a reflection of external factors. The difference between them relies on INTERNAL factors — and that difference is their MINDSET.
If our sales results were really about the external factors, then all the salespeople in a company facing the same economy and competitors would produce identical sales results. But we know this just isn't true. We know that not everyone creates the same sales results. There are always some folks outperforming other folks in the same company with the same external challenges.
A PROSPERITY MINDSET THRIVES IN ADVERSITY
When I refer to the Prosperity Mindset, I am talking about a mindset that is designed and constructed to thrive in the face of adversity. It's a mindset that prospers in the face of difficulty — in the face of external challenges.
External challenges can never be allowed to determine your prosperity, because there will always be external challenges. If you are waiting for the external challenges to improve before you create wealth and prosperity, you might as well get comfortable with mediocrity.
What external challenges can be allowed to do is determine how hard you are going to have to work to create the wealth and prosperity you want. In other words, if your economy, your boss, and your leads suck, you are going to have to work harder to create success than you would if your economy, boss, and leads are great.
To reiterate: Having a bad economy, a bad boss, or bad leads DOES NOT mean you cannot create wealth and prosperity for your family. It just means you will have to work harder.
* * *
You don't have to be a PhD to understand how to train your brain to do the things you need to do to have the things you want to have. Creating a Prosperity Mindset and programming your brain to make decisions consistent with what you want in your life and career is an easy process. And as I've said before, creating a Prosperity Mindset is easy. It's just a little bit easier to make excuses and not do it. The tendency of human nature is to find reasons and excuses to justify not doing the work. It's not uncommon to find many reasons to postpone doing what we know we should do. You need to find just one really good reason to do it.
For example, when my book The Power of Consistency was released in 2013, it hit #5 on The New York Times Bestsellers list and #2 on The Wall Street Journal Business Bestsellers list. Shortly thereafter, I received a call from a gentleman named Ed Nottingham.
Ed worked for a Fortune 500 company and had devoted his career to teaching executives the relationship between their habitual thoughts, their habitual actions, and their habitual results. In addition to writing a book of his own called It's Not as Bad as It Seems, Mr. Nottingham is a PhD and a clinical psychologist.
As we discussed our respective work on the subject of mindset as it relates to success, he said, "You know, Weldon, your book is a very simple explanation of how our neurology affects our choices and the decisions we make. And your explanation of the principles that serve as the underpinnings of Rational Emotive Behavioral Therapy is so easy to understand."
To which I jokingly replied, "There's a name for this stuff?"
For me, creating a Prosperity Mindset was just common sense. After all, most of us were taught to "Be careful what you wish for" since childhood, and that little wisdom from Mom is at the heart of creating a Prosperity Mindset.
A PROSPERITY MINDSET IS JUST COMMON SENSE
As we discuss the Prosperity Mindset concept, you will likely think back and recognize times in your life where your thoughts created your results.
We all understand the relationship between success in life and the right mindset. It is very uncommon to see someone with a negative, miserable attitude become successful in sales. Likewise, it is very uncommon to see someone with an ambitious, enthusiastic attitude fail in sales.
Having a Prosperity Mindset is the first step in creating wealth and prosperity in your sales career. When you have a Prosperity Mindset, you have the keys to the kingdom, because nothing will hold you back, and nothing will deter you from achieving your main objectives.
I can't imagine facing my family one day and saying, "We can't go to Disneyland" or "We can't do this or have that," simply because I am unwilling to work harder in the face of external challenges. I couldn't look myself in the mirror. I can't imagine saying, "It's just too hard!"
When the housing market collapsed and took the entire economy with it in 2008, we had just finished our most successful year of sales. Suddenly, my business was hit with the same economic challenges facing every business in the country.
What amazed me was how many companies in my industry and other industries were closing their doors and facing real financial collapse. My Prosperity Mindset would never allow the external economy to determine my destiny, so I decided we were going to have to reorganize and work harder just to hang on to what we had worked so hard to achieve.
And that's what we did. I was fine with working twice as hard and getting twice as good at sales to just tread water. It beat the hell out of the alternative, which was to turn tail and run. As a result of the general climate at the time, our business dipped in 2008 and 2009. But because of our reorganization, cost cutting, and increased focus on selling, we continued to thrive.
Remember: You simply cannot allow external factors to determine your success.
Let's get into the process of creating a Prosperity Mindset.
SMALL DECISIONS DETERMINE YOUR DESTINY
The following statement might seem contrary to logic, but it's true: The first step in creating a Prosperity Mindset is understanding that success requires making the right decisions in the seemingly inconsequential moments of your life.
IT'S THE SMALL AND SEEMINGLY INCONSEQUENTIAL DECISIONS WE MAKE A MILLION TIMES OVER THE COURSE OF OUR LIVES THAT DETERMINE OUR DESTINY.
Most of us operate under the misconception that our life is a reflection of the big moments of our lives. But in reality, it's the small and seemingly inconsequential decisions we make a million times over the course of our lives that determine our destiny.
When you have a big decision to make, you will usually think about the decision consciously, debate your options, and come up with what you think is the best decision. Because you put so much thought into the decision, it's usually the right decision.
But a problem arises when we make small, seemingly inconsequential decisions without consciously thinking about them.
Consider this: You leave your work to drive home. On the way, you are listening to music, drinking a cup of coffee, and navigating traffic, all the while never missing a turn or hitting another car. During the trip, you might even take a phone call from a customer or your kid and carry on a conversation — still never missing a turn or hitting another car. Suddenly, without ever consciously thinking about the directions, you pull into the driveway of your house.
Somehow you navigated all the turns and twists in the road (the seemingly inconsequential events) automatically, without a conscious thought.
We've all had that experience, right? It's amazing that we can navigate a 2,000-pound automobile along twists and turns in the road and hundreds or even thousands of other cars, without even a conscious thought about where we're going.
But ask yourself this simple question: Could you have driven to that same house without consciously thinking about it the very first time you went there? Of course not. You would have needed a map, GPS, or a realtor to help you get there.
Nevertheless, once you made the trip from your work to your home several times, eventually the directions to your house went from your conscious mind to your subconscious mind. When something becomes a subconscious activity, we call it second nature. And when something becomes second nature, we can do it without a deliberate, conscious thought.
We humans refer to the route between our work and our home as "directions," and the individual twists and turns have no significance in and of themselves. They are by definition seemingly inconsequential events. In other words, if I were in a helicopter and saw your car turn from Main Street onto Elm Street on your way home, there would be no significance to what I saw — it's just a car turning from one road onto another road. The individual components of the directions mean nothing.
Nevertheless, if you string those seemingly inconsequential twists and turns together in the same order every time, how often do you reach your desired destination? That's right: every time. You can't follow those directions and accidentally end up across town in the wrong location. If you follow the directions the same way every time, you will reach your destination every time.
If you can relate to the experience of driving home without consciously thinking about where you're going, you can apply the same principle to going from wherever you are in your sales career to wherever you want to be in your career.
The key is making the correct seemingly inconsequential decisions every time, because if you do, success is guaranteed. You can only fail to reach your destination if you fail to make the right seemingly inconsequential decisions every time.
For example, suppose you are currently making $50,000 per year — that's your current location — and you would like to go to a new destination of $200,000 per year. Are there certain things you would need to do to reach that new destination? Of course there are! And those things are called the directions, and those directions are the seemingly inconsequential decisions you make in every sales opportunity. When you make the correct seemingly inconsequential decisions about how you run the sales call, you will end up at the desired location.
You can't follow the directions to $200,000 per year and accidentally end up at $50,000 per year. You can't do the right things and accidentally produce the wrong results.
Now, keep in mind that at first you will need to concentrate on the directions to $200,000 per year, just like you had to concentrate on the directions to your house the first time you drove there.
But if you continue to follow the directions, eventually the directions will go from your conscious mind to your subconscious mind, and the seemingly inconsequential things you need to do to reach your desired destination will become second nature.
So the key is simply figuring out where you are ($50,000), where you want to go ($200,000), and what you need to do to get there. Once you figure that out, it's a very simple process to take the directions from your conscious mind to your subconscious mind and begin automatically doing the things you need to do to reach your desired destination.
In this book, I am going to give you the step-by-step directions to get to a prosperous sales career.
Here is a concept I discuss in The Power of Consistency.
Imagine you have a box in front of you right now, and in that box are all the parts you need to build a beautiful motorcycle. Everything you need to build the motorcycle, including step-by-step instructions, is in the box — there are no extra parts and no missing parts.
Now imagine that you accurately follow all the instructions, and piece by piece and part by part you begin assembling the components that are in the box. You put the handlebars where the handlebars go; you put the engine where the engine goes, etc. At some point, you look down, and the box is empty. You have followed the instructions and properly assembled all the components.
What is the likelihood that when you step back to admire this beautiful mechanical creation you have built, you realize that instead of building a motorcycle, you have accidentally baked a cake?
Not very likely, is it? You can't focus on following the instructions to build the motorcycle with the motorcycle components and accidentally bake a cake. The universe and the laws of physics simply don't work that way.
The box is a metaphor for your mind; whatever is in your mind is all that you can build. Your thoughts are the instructions, and your expectations are the components of your life and business.
Piece by piece and part by part, your life comes out of your box in the form of your decisions, which are a reflection of your habitual thoughts and expectations. Every time you make a choice, you are reaching into your box and making a seemingly inconsequential decision and pulling a little piece of your life and business out of your box.
At some point, you will be at the end of your sales career, and you will have removed all of the contents of the box as you make a multitude of seemingly inconsequential decisions.
You can only remove from the box those things that are in it. You don't accidentally create your sales results any more than you can accidentally bake a cake out of motorcycle parts. Your sales results are the reflection of the contents of your box and the instructions you are following.
Therefore, the results in your sales career are simply a reflection of the instructions you are following to assemble what's already in your mind. Ask yourself if you ever experience thoughts or expectations like these:
· Customers just want a cheap price.
· Customers don't care about our service, value, and quality.
· Customers don't want to hear my spiel.
· Customers just want to know how much it costs.
· Customers always go with the cheapest company.
· Customers won't change suppliers unless we're cheaper.
· Customers always have to get three bids.
· Customers always have to "think about it."
· Our prices are too high.
· These leads suck.
· Cold calling is a waste of time.
· I'm too good for cold calling.
· I'm never going to make enough money to buy that new house.
· I'm never going to make enough money to send my kid to private school.
· I'm never going to make enough money to buy my spouse that new car.
· Salespeople are snake oil peddlers, and I am better than them.
· People who make a lot of money in sales are high pressure, and I am better than them too.
· I am also morally superior to salespeople.
· I can't wait until I get a real job so I can quit this sales job!
If any or many of those thoughts and beliefs make up the contents of your box, what do you suppose you are going to pull out of it? What seemingly inconsequential decisions might you be making regarding your sales activities on a daily basis without giving them a conscious thought? What impact might those seemingly inconsequential decisions have on your sales results?(Continues…)
Excerpted from "Consistency Selling"
Copyright © 2018 Weldon Long.
Excerpted by permission of Greenleaf Book Group Press.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.
Table of Contents
Foreword Stephen M. R. Covey xiii
CH.1 The Prosperity Mindset-Success Is an Inside Job 33
CH.2 Sales Process versus Sales Result 73
CH.3 Understanding Market Segmentation-Different Strokes for Different Folks 87
CH.4 Risk and the Purchasing Decision 99
CH.5 The Sales Hallway 125
CH.6 Relationship Building (Part 1)-Build Trust, and Close the "I Need Multi-Proposals" Door 153
CH.7 Relationship Building (Part 2)-Build Trust, and Close the "I Need a Cheaper Price" Door 185
CH.8 Investigate the Problem-Build Trust, and Close the "I Need to Think about It" Door 203
CH.9 Sell Your Company and Solutions-Build Trust, and Seal the "I Need a Cheaper Price" Door Shut 235
CH.10 Conclude the Sales Opportunity-Leverage Trust and Consistency, and Ask for the Order 261
About the Author 305