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.
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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
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
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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