Every time he drove by a For Sale by Owner, he would first stop his car. This is perhaps the most difficult part of this technique, because most agents do the exact opposite: We accelerate past the sign and pretend we never saw it.
The next step was to drop what he was doing. This means that he would clear his mind of whatever was happening in his day, setting aside any of the numerous projects and crises that he had on his to-do list. Then, most importantly, he would knock on the door. Stop, drop, and knock – complicated, isn’t it?
Jim Remley describes a salesperson who wants to be great, a person on a journey to Excellence. Not a journey everybody undertakes, I fear.
In their book, ‘The Psychology of Call Reluctance’, authors George W. Dudley and Shannon Goodson cite studies showing that 80 percent of salespeople who fail within their first year do so because of insufficient prospecting activity. It is fair to conclude that none of those salespeople pursued Excellence.
Sales success begins with desire: you must define what success means to you and have the character to work toward it. You must be motivated over the long term – as long as it takes for you to reach your definition of success.
Dudley and Goodson said, “Salespeople who secretly don’t care about better performance are unreachable“. They continued: “To the unmotivated, there are never urgent performance problems, and unexpected opportunities never beckon“. What an unsatisfying way to work!
Doing your best work is rewarding, in more ways than with just a high income. People who do their best feel more fulfilled, in work and in life. Quality work, and hard work, is satisfying.
Lazy people never experience the joy of work. A love of quality work and a willingness to work hard defines successful people, people who are not interested in being