Sales Training-Avoiding Self Deception

Sales Training - Great Sales Success for Women (and Men Too!) Key #2 In this 10 Key article series, learn how to catapult your career, your sales and your life through learning superior 'Saleswoman-ship.' Key #2 is Avoiding Self Deception Self Deception Bob Broadley, one of the top insurance salesmen in Australia puts it in strong terms. He says that the single biggest failure sales people make is self deception. He said he wasn't 'born with success.' He had to study the most successful sales people he could find. His advice? "Don't fool yourself into thinking you're selling when you're not in front of the right number of people every day." Working eight hours per day is not the point. It's what you do those eight hours that counts. If you're not in front of enough prospects, you won't sell enough to make your target. And how do you get in front of enough prospects? By making enough appointments. It's that straight forward. "Yet many people fool themselves thinking they are selling when in fact they are doing busy work," says Bob. "You must know your daily targets for finding prospects and do that first. That means making appointments and seeing prospects. All else is secondary." Look at the list of success preparation points at the beginning again. All of them have to do with planning your targets and workloads so that you put yourself in front of the necessary number of prospects. Remember, the difference between success and failure often is neglecting to break down the overall target into daily targets and tasks. Let's look at advice from people who succeed year after year. How do they put this principle into practice? One salesman with a world-wide reputation for success is Ove Sj