Goal Setting Exercises

Every late December it is good to take some time to reflect on what went right during the past year and what areas of your life you can improve during the upcoming year.

 

Put aside 30 minutes to and hour of quiet time for this very important exercise. First, picture in your mind what

you want. See yourself having it and imagine what you will feel like when you do.

 

Now you are ready to set S.M.A.R.T. goals. S.M.A.R.T. goals are:

 

Specific

 

Measurable

 

Attainable

 

Relevant

 

Time and date specific

 

Type out your S.M.A.R.T. goals onto a sheet or two of paper and post it where you can see it (the bathroom or bedroom mirror works great).

 

Next, get yourself in the habit of reading your goals at least once (if not three times) a day.

 

You will be amazed at how many of your goals are achieved once you commit them to writing. You may not make all your goals each year but you will still find a number of them are reached and often exceeded.

 

If you have achieved certain goals during the past year, increase those goals by at least 10% if not more.

 

Actions follow thoughts. Feel it, think it and then do it.

 

Put your thoughts on paper and watch the universe go into action to help make your goals a reality.

 

Start here:

 

I will accomplish the following goals during the year 2009.

 

 

I will earn over $___________ during the year 2009.

 

I will average earnings over $_________________ per quarter during the year 2009.

 

I will average earnings over $_________________ per month during the year 2009.

 

I will improve my industry knowledge by taking the following actions __________________ during the year 2009.

 

I will improve my product knowledge by taking the following actions __________________ during the year 2009.

 

For example, you can attend your own company's Webinars or study your company's annual report.

 

I will improve my selling knowledge by __________________ during the year 2009.

 

Napoleon Hill’s Law of Success is a great choice. You can buy it at Amazon buy clicking here http://tinyurl.com/bcbn4

 

I will take the following actions to increase the value I can add into my customer relationships during the year 2009.

 

1.

 

2.

 

3.

 

I will make ___________ number of cold calls per ____________ during the year 2009.

 

I will open ________________ number of new accounts during the year 2009 by taking the following actions.

 

1.

 

2.

 

3.

 

I will take the following actions to maintain a positive mental attitude every day during the year 2009.

 

1.

 

2.

 

3.

 

I will take the following actions to improve my physical health during the year 2009.

 

1.

 

2.

 

3.

 

I will take the following steps to better my personal life during the year 2009.

 

1.

 

2.

 

3.

 

I will take the following steps to better my family life during the year 2009.

 

1.

 

2.

 

3.

 

I will take the following steps to better my spiritual life during the year 2009.

 

1.

 

2.

 

3.

 

I will use the following strategies to maximize my time during the year 2009.

 

I AGREE TO post this list on my mirror, read it at least once a day during the year 2009, and watch these goals come true in my life.

 

I highly recommend, if you have not yet taken the time to sit down and write out your specific plans and goals, try the above this exercise. You may or may not reach or exceed every goal however you will be a lot further along then if you made no plan at all. Always shoot for the stars and if you fall short, you will still have reached the sky. People don't plan to fail, they fail to plan. Don’t wait. Write down your goals and plans now.

 

I wish everyone one of you peace, harmony and prosperity during this holiday season and throughout the upcoming year.

 

Make 2009 your best year ever!

 

Ron

 

PS. Please keep me in mind if you need live cold calling sales training. My schedule is filling up. Call 818-991-6487 now.

 

Comments about LIVE Cold Calling Workshops

 

Hi Ron,

 

Just wanted you to know that a NYC rep closed a $208,000 deal in Dec that paid for the entire prospecting program this year! He directly relates it to the skills he learned from you!

Thanks for your help,

 

John B.

Program Manager, WW Sales/Field Education

Field Strategy & Support

[A Top 3 Major Software, Hardware and Services Company]

 

 

We used Ron about a month ago strictly to teach every rep (from senior to new kid on the block) how to cold call and the results a month later are on a scale of from one to ten at least a nine. 

 

The senior reps (who of course did not need the training) have each and every one came to me and said what a difference the class made in getting into the right people.  The more junior have literally adopted it and it is now part of their routine.

 

Ron conducts a hands on class and perhaps the most important part actually shows them how to use the methodology by doing many calls himself with the team listening in and then works with them to try the same things and to a person they were astounded at the level they got into within a company and then to the right person.

 

I have always been pretty cautious about recommending sales training but in this case I thought for what you are trying to do and with the growth you are trying to achieve I would forward Ron’s information on to you.

 

Roy Hogsed, VP of Sales

nuBridges

 

 

This process works – 7 to 8 appointments set in one day. Best workshop sales training I have been through.

Kevin Huxley, Sales Manager, Western Region

 

 

Sonya,

 

Nick and I have been trying to get a hold of [contact name] from [company name]. Nick back when he had the territory.  He continues to reach our webinars but has been difficult to get a hold of.

 

Using LaVine’s method I called and I spoke to Lynn, the assistant, and using the very same questions we have been trained into I retrieved two new key contacts. [Contact name], General Manager and [contact name], Project Manager IT. 

Lynn

mentioned she would be the best person to speak to in terms of technology and data integration exactly as trained in class.

 

I also retrieved her direct phone number and have given her a call. I will be giving her a call later as well. This is the training you approved and it is paying off.

 

Thanks,

 

Jimmy C., Direct Response Representative

Informatica

 

 

Subject: Ron La Vine Method.....another Appointment...this time [company name]

 

Dan S., Account Manager

[A Top 3 Major Software, Hardware and Services Company]

 

 

Hi Tim,

 

Let me share a case I tackled yesterday thanks to this new way of approach. Some weeks ago I got in touch with the Project Manager of [company name], an outsourcer based in [company location] with current 600 seats and some new expansions plus new launchings across Central America and

Colombia

too. Striking a middle of the table guy in their organization, I felt that he was part of the user team, with little decision and thus no great chances. Nevertheless he accepted a visit led by our AE (copied) and confirmed my feelings of reaching a stall point with no chances of denting its structure with this man. Using the top-bottom technique and following the main switchboard steps, I landed into his assistant office, took note of her extension and her assistant name too (gate keepers should always be on our side) and was finally routed to the Com Dir. office (name included on her conversation).

 

He attended the cold call and after spending 15 valuable minutes over the phone the picture was now completely different. The Commercial Dir + CC Dir and the IT Mgr are the decision makers (one of them the Project Manager's boss), the three reporting to the COO, who reports to the CEO. Mentioning him that we spoke and met his Project Mgr reassured his previous description and accepted a conference together with the other two for next week.

 

Ron's technique works, especially when we are dealing with middle hierarchy players with little influence or power. I hope this may help you make a try. I may start considering the stalled cases in my pipeline, looking for new real traction and reaching the right person with either a yes or a no. The worst answer is uncertainty.

 

Regards.

George

 

Jorge G. - Sales Representative

Genesys Labs

 

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