In the world of sales, behaviors are the actions we take—picking up the phone to call prospects, conducting sales meetings, and following up on leads. It's the set of activities that drive our day-to-day operations. But not all behaviors are created equal. Success in sales is heavily influenced by consistent and positive behaviors. By adhering to a structured approach, sales professionals can build momentum and achieve their goals more efficiently.
For instance, consider the story of a retired police officer who decided to take on the challenge of competing in an Ironman triathlon. Despite the grueling training regimen, he committed to waking up at 4:45 AM every day to run, regardless of the weather. This unwavering commitment to a behavior he initially disliked eventually led to improved performance and a positive shift in attitude. Similarly, in sales, it's crucial to commit to essential behaviors, even if they feel uncomfortable at first. Over time, these actions become second nature and pave the way for success.
While behaviors are the actions we take, attitudes are the underlying feelings that drive those actions. A positive attitude can significantly impact sales performance. However, maintaining a positive attitude isn't always easy, especially when faced with rejection or challenging situations.
The Sandler Training session highlighted the importance of commitment as the link between behaviors and attitudes. By committing to consistently perform critical sales behaviors, sales professionals can gradually shift their attitudes. For example, if you have a negative attitude towards estimating because you believe 70% of your work goes to waste, this belief can hinder your performance. By focusing on the positive outcomes and benefits of accurate estimating, you can slowly change your attitude and improve your overall sales performance.
Techniques are the methods and strategies we use to execute our behaviors effectively. In sales, having a robust set of techniques is essential for closing deals and building strong client relationships. The Sandler Training session emphasized the need for customized techniques tailored to the remodeling industry, ensuring they are relevant and practical.
One critical aspect of effective sales techniques is maintaining consistency. Consistent application of proven techniques ensures that sales professionals can replicate their success across different scenarios. It's also important to stay innovative and adapt techniques to meet the evolving needs of clients. By continually refining and enhancing your sales techniques, you can stay ahead of the competition and achieve sustained success.
Changing attitudes can be challenging, but the BARF wheel offers a practical approach to achieving this transformation. The BARF wheel stands for Beliefs, Actions, Results, and Feelings. It illustrates how our beliefs drive actions, which in turn lead to results and influence our feelings. These feelings then reinforce our initial beliefs, creating a cycle.
To change a negative attitude, start by focusing on the desired feelings and work backward through the wheel. For example, if you want to feel confident about presenting project prices, envision the positive outcomes of successful price negotiations. Identify the actions needed to achieve these outcomes, such as preparing thoroughly and practicing your pitch. As you achieve positive results, your feelings will improve, reinforcing a more positive belief.
In conclusion, mastering the interplay between behavior, attitude, and technique is crucial for achieving sales success. By committing to consistent behaviors, fostering a positive attitude, and refining sales techniques, professionals can enhance their performance and drive better outcomes. The BARF wheel provides a powerful tool for transforming attitudes and unlocking the full potential of your sales efforts.