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
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