”Man is a goal seeking animal. His life only has meaning if he is reaching out and striving for his goals.” Aristotle

One of the single, most important skills that a salesperson can possess is to set goals that are so well defined, and so compelling, that they become embedded deep into the unconscious mind, consequently acting as a powerful force that drives motivation and behaviour. If your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will become diluted and as their sales manager you are losing out on a massive piece of their potential.

The art to achieving whatever you want is to have a clear picture of your goal in your mind. You’ve probably heard this so many times before that the power of this one thing may have escaped you. According to Prentice Mulford (1834 – 1891), “Every thought of yours is a real thing – a force.”

To put it another way, thoughts become things.

We are all connected to each other and the universe through our energy that ebbs and flows constantly. In fact we are like a powerful electro-magnetic transmitter where our thoughts vibrate at a certain frequency and attract to us, that of which we are thinking. In his bestselling book, Think and Grow Rich, Napoleon Hill states, “That “the subconscious” mind proceeds to translate that impulse into its physical equivalent”.

Yet the mistake made my many sales people is that they don’t think about what they want, they think about what they don’t want. The human mind is unable to deal with negations, such as “I don’t want to miss target” or “this prospect will always go for the cheapest price”. In these examples, your unconscious mind will create ‘miss target’ and ‘prospects who only buy from the companies who offer the cheapest prices’. If you are asked NOT to think of a blue tree then your mind has already started thinking of a blue tree!

Let’s reveal some of the secrets of effective goal setting…… Simply click on the banner below to download my latest FREE ebook.

Today’s News: Continuing on the theme of looking ahead and having a strategy for success, many of you reading this post today are in front-line sales, and you cannot have failed to think about your role and if you have a future in sales?

Some of the questions you may well have asked yourself, would have been these:

• Does professional selling as we know it have a future? 
• What impact will Sales 2.0 have on the way we sell? 
• How will organisations train and develop their sales teams? 
• Today, what is the relative value derived from sales training courses versus coaching?
• Will “one-size fits all” classroom training, be consigned to the annals of history?
• Which industries are more likely to witness the death of selling as we know it today?
• What can front-line salespeople do to protect themselves from possible extinction?
• After this current financial meltdown, will lost jobs be re-created? 
• Will the rapid growth of online sales training and coaching continue? 
• Ongoing research shows that sales performance has been declining year after year.  Why is that?
• Quite simply, will selling ever be the same again?

Well, if you are seriously interested in a long-term career in sales, you will want to know the answers to these critical questions, so join Jill Konrath, Linda Richardson, Dave Stein, Nigel Edelshian and me, next Tuesday at 1pm Eastern – that’s 6pm GMT. I know you will be very glad that you made the small investment.

Just click on the banner below for full details.

Eyes On Sales just launched a new blog – looks really good – you can check it out here

Tomorrow: My guest on the JF Guest Author Spot is fellow Top Sales Expert, Mark Hunter with:

“14 Steps To Successful Cold Calling”

“The vast majority of salespeople do not enjoy cold-calling. Yet, at the same time, it is an activity that most need to do on a regular basis. The biggest reason sales professionals are not more successful in this necessary endeavor is the defense that they have other things to do. However, nothing will overcome this excuse faster than being held accountable for making a set number of cold calls each day, each week, or each month.”

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