WINNING - How to Achieve Your Goals and Dreams

WINNING - How to Achieve Your Goals and Dreams By Frank Furness Why do a small percentage of sales consultants qualify at a top level every year while others sit back and wonder how they could ever achieve it. There are many reasons, including Knowledge, Good Habits, Positive Mental Attitude and Excellent Skills, but research has shown that these top producers have definite goals and a detailed plan of action for attaining their targets. So, why not you? It's the ideal time to set up your Goals Programme and detailed Production Plan. Start by setting up a Goals Programme (maybe the first time you've ever done this). Guidelines for setting goals are as follows: a. Goals must be written b. They must be your goals. c. They must be achievable. d. You need to stretch yourself to reach the goals. e. You need goals in every area of your life. f. Set yourself short, medium and long term goals. g. Be prepared to change and pay the price of reaching your goals. h. Realise that goal setting is an ongoing process. You're now ready to set up your own Goals Programme, so get some paper and start writing, following these steps. 1. Write out your Master Dreamlist. Open your mind and don't limit yourself. Write everything you've ever wanted (Red Porsche, house in Spain, small waistline, 22-inch biceps, having dinner with Tom Cruise/Julia Roberts). 2. Copy your Master Dreamlist into the following categories and add to the list. a. Family and Homelife b. Financial, material possessions and professional. c. Social and recreational. d. Physical and sporting and health e. Mental and learning goals f. Spiritual and ethical. Make sure you have goals in each category to lead a happy balanced life. 3. Now edit your lists and remove any goals that are not realistic or achievable (beating Linford Christie in a 100-metre race). 4. What you now have left are your realistic and achievable goals. Now for each goal, set a time limit (e.g. 31st May 1999, etc). 5. For each goal, identify any obstacles you may have to overcome or new skills you would need to acquire. 6. Make small (business card size) affirmation cards to review constantly. The goal must be stated positively (e.g. Before going to a client, have a quick look at your card, which may say, "I obtain 6 well qualified referrals from every prospective client I visit"). 7. Visualise yourself achieving your goals (Every great sports person does this, they've run the race 30 times in their minds before they reach the track). Visualise yourself receiving the letter congratulating you on qualifying 'Million Dollar Round Table'. If your goal is a new BMW, go and test drive the car, get the brochures and put them on your office wall so that you can see it each day until it becomes a reality. Example of a Master Dreamlist Buy a Mercedes 500 SL Family holiday to Hawaii Buy a holiday home in Spain Help my children achieve their University degree. Qualify MDRT 'Court of the Table' Lose one stone in weight Take my partner to dinner or movies once a week Spend 20 minutes each day with my children, playing the games they want to play. Pass my AFPC Be recognised as the top Sales Manager in the Company Go to church once a week/month Improve my public speaking Help a worthwhile charity Example of the Financial and Professional Category Goal Obstacles Solutions and Plans Date Produce $100,00 Comm Need more prospects Centres of Influence 31.12.06 Time Management Detailed time plan Small case size Upgrade my market Buy a BMW 320 Monthly payments large Lease plan to suit me 01.06.06 Silver with leather seats Expensive maintenance Buy with a 3 year Maintenance free plan Can only afford $400 Drive one and put the Each month for a car picture on my office wall. Visualise myself driving the car each day. One sale per month will pay for the lease. Remember 'If we keep doing what we're doing, we're going to keep getting what we're getting...' Insanity = To keep doing the same things and expect different results. Learn more from our great resource 'It's all About You' Frank Furness CSP CFP is a professional speaker and trainer specialising in sales and sales management. He has educated, entertained and inspired audiences in 42 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free 'Sales Tips & Ideas' newsletter, email frank@frankfurness.com or telephone+ 44 (0) 870 240 6505. www.frankfurness.com NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/ Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm