Setting sales goals based on your core values.
– What do you want?
One of the most common questions asked by coaches, leaders, parents and teachers is: “What do you want?” The truth is, most people cannot answer that simple question. We struggle with the being “worthy” or deserving of what we want. We struggle with being greedy if we express what we want. We struggle with how we will get what we want. The guilt, the shame, the fear of others thinking less of us causes confusion and suppression of what we want. When we realize that the Father already knows not only what we want, but what we need, we are one step closer to getting what we want. But we still must ask, WHY? Why do I want what I want? Is it for selfish gain and promotion? Is it for the benefit and pleasure of self alone? What are the motives behind our wanting?
When we are selling our products and services, we must realize we are really only selling ourself as the solution to someone’s problem. If what we want is a transaction to take place because it will put money in our pocket, we have failed the motives test. If what we want is to sell because closing the deal makes us feel valued and important, then we have failed the motives test. If we what we want is to prove we are the master at negotiation and persuasion, we have failed the motives test. If what we want is to see the fruit born from the solving of another’s dilemma, the healing of another’s pain and the solution of another’s problem – we have passed the motives test and will likely get what we want, because we do not want it all by ourself.
– What are your core values?
Your core values will dictate what you want, what you are willing to do to get it and who you will allow in your life in the process. Bad company corrupts good morals. If you are willing to do anything to close the deal or sell to anyone with money, then your core values may be situation based and not principle based. Is it more important to close the sale if your car payment is due than if you have had a great week selling already? Is it ok to adjust the price or skimp on the product or service as long as the deal goes through? Is the idea of stealing someone else’s sale acceptable under certain circumstances?
If you cannot pass the core values test, you cannot pass the motives test. How will you decide if your motives are pure before you know what you stand for? Selling with integrity means selling based on what is right and doing it the same whether everyone is watching or no one is watching. If its wrong to sell a particular item to one audience, what makes it right to sell to another? If you wouldn’t adjust the price for client one, why do it for client two?
James 4:1-2 Where do you think all these appalling wars and quarrels come from? Do you think they just happen? Think again. They come about because you want your own way, and fight for it deep inside yourselves. You lust for what you don’t have and are willing to kill to get it. You want what isn’t yours and will risk violence to get your hands on it.
– Do you pursue diligently what you want?
Most sales professionals will tell you to target a number of sales calls based on the average percentage you close. If you close 10% of your calls and you need 10 sales this week, you need 100 genuine conversations. If your average rate of conversion from cold call to conversation is also 10% then you really need to make 1,000 cold calls this week to reach your sales goals. Are you diligently making that many sales calls? Will you dial or visit or email or direct mail 1,000 prospects this week?
Let me propose another approach. An additional tactic that will absolutely increase your close percentage from the cold calls made. PRAY FIRST. Seek first the Kingdom. Remember the fishing expedition when Peter and company had been out all night and found no fish in the sea? They finally call it quits and head to shore and this “non fisherman” says “Try the other side of the boat.” Really? Not a different bait? Not a different lake? Not a different season? Try the same nets, in the same lake, on the same day, with the same bait and the same boat to catch the same fish who did not want what you were offering before????? Right!!!!
Just remember that when you pray over your prospects before you call them, you are not speaking to the boat, the bait the net or the sea, you are speaking to the One who speaks to the fish, “Get in the net.” And that’s what they did.
Let me ask again, what do you want? More money? More sales calls? More closes? More opportunity to solve someone’s problem? Set your goals based on the Kingdom first and let the Master direct the fish.