No Bad Days

No Bad Days
In his book, The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve, Chris Lytle discusses the concept of No Bad Days.

Fire fighters have a saying, “If we have a bad day, somebody dies“. Lytle expands on this by suggesting that we can make a decision to do the right actions on a daily basis and greatly reduce the chances of us ever having a bad day.

I like this idea.

For most salespeople, a typical month is a string of bad days punctuated by the odd good day, one where they are happy with their results.

Lytle said:

What if you had a job that required you to have one good day after another or else somebody would die? And that somebody could be you. Do you think you might come to work a little more focused? Would you be a little bit more “into” what you’re doing?

Professionalism connotes the idea of continual education and improvement. If you have the desire to learn and to hone your skills, you can strive to be a sales professional.

FOCUS: No Bad Days!

So if our work was ‘life or death’, and if our work were more dangerous, we’d be more focused, “into” what we’re doing, careful to follow procedures designed to increase our chances of success and survival.

This is ATTITUDE, and a stark contrast to the mindset of the typical salesperson.

Our work might not literally be life or death, but figuratively speaking it is. Sellers entrust us with their most valuable asset: their properties. The difference between a good negotiation and a poor one can mean financial life or death for sellers who are in financial need.

With this attitude we may come to see that we provide an essential service to homeowners and buyers alike. Our job is to help homeowners realise the highest prices possible for their properties with the least amount of stress. It is also to help buyers to find the right property that suits their needs, and will continue to do so into the foreseeable future. This property must also fall within the top end of their budgets.

Our job does not include helping buyers to secure a property at a low price, but whatever we negotiate should be fair for the seller, fair for the buyer, and fair for your company.

Fair does not necessarily mean low.

If we take this life or death attitude toward our negotiations we will negotiate more professionally. And if we apply the ‘No Bad Days’ attitude to every working day, and plan each day so that we work on activities that produce results, we will reach a point where we reverse the typical sales trend:

Bad days punctuated by the odd good day will become:

Good days punctuated by the ODD bad day.

It’s up to you to make this happen. Sure, you can blame the market for bad days, but what good does that do you?

Take responsibility for every bad day you have. Look at how it happened. Ask yourself, “Is there anything I could have done to prevent this?” Then make sure you don’t repeat that mistake.

It’s your career. Your career can be like a cork on the ocean, being taken wherever the current goes, or you can take control. Plan each working day. Decide on the result you will achieve that day, plan that day, and then competently work toward achieving that result.

Chris Lytle calls this “Selling On Purpose”. You achieve results because you decide to do so, and not because some mysterious presence called “The Market” allows you to.

Bad days sometimes happen because of bad luck, but MOST TIMES bad days happen through lack of planning and lack of skilled action on the right activities.

It doesn’t have to be this way.

NO MORE BAD DAYS!

 

Recent Articles

Ask For A Review

There is an old marketing saying that says: "Don't tell people how good you are. Get happy clients to tell people how good you are". References fr...

Forwards or Backwards: there is no standing still

A question I often ask leaders is "Where are you takin...

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, "Why should I list...

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney. Before this venture, Brendan and Adam owned a s...

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say 'yes' or 'no' to yourself and mean it. In this short s...

Your Capacity To Market

Over the past year, I have spent a good deal of time visiting real estate businesses. To those clients who attend our business system presentation, Ag...

Priorities

Successful people identify their priorities and spend the bulk of their time working on them. In this short leadership session, real estate busine...

What Will You Do Differently?

We are fast approaching the halfway mark of 2017. Now is a good time to reflect on your results so far. If correction is needed, the sooner you begin ...

Prospecting

In this short sales session, real estate business consultant, Gary Pittard, asks, "Have you ever put off doing a chore that you thought would be d...

Teaching Results Focus

Over the decades, I have worked with many focused leaders and teams. You know these teams when you are among them - they have fun, but they never lo...

The Second Tier

Regardless of their structures, even the most complex of hierarchies can be broken down into two tiers, and these two tiers have nothing to do wit...

What and How Do You Study?

If you aren't studying your profession, it is only a matter of time before your competitors overtake you. A rusty salesperson is a broke salesperson. ...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us