You can have a fantastic attitude, but a positive attitude
alone is not enough to guarantee long term success. You
need goals and an action plan to get where you want to go.
The 'B' stands for behaviour in the ABC, 123 Sales Results
System.
Behaviour is the manner in which you conduct yourself. It
is the way you behave, the way you act, function or react.
The 1, 2, 3's are the goals and behaviours from a personal,
organisational, and market targeting level. Without goals
there is no reason to act, no motivation to take daily
actions or go the extra mile.
1. Appropriate behaviour drives opportunities.
Opportunities come from setting goals. What do you want out
of life or out of your business? Who could determine this
for you and who can make it happen? What are the daily
behaviours that you must apply to live the life of your
dreams?
2. It is those daily behaviours, and when you implement
them, that will make a big difference in your level of
business or sales success. For example, as salespeople we
need to be constantly networking, calling on prospects,
presenting ideas to them, helping them make decisions and
following up with them. When is the best time to be
conducting these behaviours? Naturally, it is when the
client is available. So, let's refer to these behaviours as
"pay time" behaviours - those behaviours that lead us to
the accomplishment of our business goals or sales quotas.
What are the pay time behaviours that you need to conduct
on a daily basis to meet your goals and when do you conduct
them?
Now we all know that business and sales is about more than
being in front of customers. In all professions we need
time for internal communications, training, paperwork and
other forms of administration. These are activities or
behaviours that are necessary but do not directly provide
us with revenue and direct results. Let's refer to these
behaviours as "no-pay time" behaviours.
When we look at our week, each day we must plan and
determine time slots for both types of behaviours, pay time
and no-pay time. What are the best times of the day for you
to be in front of customers and clients or to be contacting
them? What are the worst times? It is during these worst
times that you should be conducting no pay time behaviours.
Once you identify these behaviours and times and stick to
them, watch your time management skills and results improve
dramatically.
3. What about your market? Does 80 per cent of your
business come from 20 per cent of your customers? If so,
what does your 20 per cent look like? Can you clearly
define them? Now, where should you be spending your time? I
have found that in sales it takes more time to sell smaller
accounts that produce less revenue than selling large
accounts that produce more revenue. If you take the time to
define your absolute, beneficial and convenient (A,B,C)
criteria you will have a better handle on who you should be
targeting, that is if you want a maximum return on your
investment in time.
The Bottom Line! Behaviour is the manner in which you
conduct yourself. Businesses today cannot succeed without
appropriate sale behaviour. Without appropriate sales
behaviour there would be no transactions. Without
transactions there is no revenue. Without revenue, there is
no business, no jobs, no bottom line. Sales, and your
behaviour, is the bottom line!
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Bob Urichuck is an International Speaker, Trainer and
Best-Selling Author. Learn personally from Bob in the areas
of Sales, Motivation, Leadership and Team Skills. Bob
presents a series of great ideas and strategies with
combination of facts, humor, and practical concept in a
high-energy and self-discovery process that you can apply
right away to achieve results. Subscribe to Bob's Free
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