Incredibly successful sales people consistently do one thing better than those who are not top performers – they focus on the here and now. They understand the big picture and long-term, but when it comes time to execute they focus on their BEST next action.
The BEST sales people learn to recognize the BEST next action that will ultimately earn a yes from the customer. They learn how to spot need for greater VISABILITY and CREDABILITY with the customer. They know when the customer needs more information to confirm VIABILITY and CAPABILITY. They know when they have not done enough to prove RELIABILITY to the customer. They instinctively know the BEST next action to get the customer what they need.
Incredibly successful sales people know what to finish today. That focus on the here and now does not just apply to sales. We find this same benefit in many areas of business and even sports. Let’s look at golf and fly-fishing.
I’m not a good golfer but I like to play – this wasn’t always the case. I was so bad it just wasn’t fun to play. Coming off the course with three digit scores was demoralizing. Thankfully, something happened to change that course. I started focusing more on the here and now rather than the score.
Those who play golf have heard people say, “If I have one good shot it makes me want to come back.” I found that to be true of myself so I changed my focus from reducing my score to making that one great shot. When I stepped up to the ball, my mindset was all about making this shot the BEST shot. That turned into making this swing the BEST swing. I literally stopped thinking about my score. What happened next? I got a better result but more importantly, I had much more fun.
I also like fly-fishing. When I first started, my focus was on catching fish and I would get more anxious throughout the day if I had not caught anything. I rushed my casts, neglected to change flies when needed, casted to the wrong places and consequently, caught less fish. A great guide, Bob Aide, convinced me to practice target casting and got me into fly-tying. Casting practice and fly-tying turned out to be surprisingly relaxing and I was able to transfer that tranquility to the water.
When I’m on the water, I’m no longer anxious about catching fish. Instead, I focus on making the BEST next cast with the BEST fly I can tie. You know what happened next. I caught more fish and I had more fun.
Focus on the BEST next action to earn VISABILITY, CREDABILITY, VIABILITY, CAPABILITY and RELIABILITY with customers. Focus on the here and now to generate the BEST results for your customer, your company and yourself.
©2013 Rick Wong – The Five Abilities® LLC
