One of my favorite business/leadership books is the classic best seller, “7 Habits of Highly Effective People” by Stephen Covey. The first time I read it was because my boss assigned it to me when I was promoted to a supervisor position many years ago. Unfortunately, I didn’t get much out of it. However, several years later, as I was dealing with some personal issues, I picked it up and began reading it again. I applied all seven habits to help assist me in dealing with my life challenges at the time. Then, after another few years, I read the book again, this time with my business career in mind. In fact, over the last 15 years I have read it five times, each time with a different mindset and challenges. It is still amazing to me that each experience was like reading it for the first time. Like my experience, spiritually, reading the Bible, “7 Habits” has become my “Business Bible.” Here is a summary from the last reading as I was preparing for a new role as a sales trainer and coach.
1. Be proactive.
A successful life in sales will be grounded by efforts to build knowledge, skills and relationships. Design a program that will ensure you attain excellence in these areas. Design a career path for your future. Have a game plan to prospect daily, and to improve sales through greater communication and fitness skills.
2. Begin with the end in mind.
What’s important in your life? What gives you meaning and fulfillment? The clearer you are about these fundamental issues, the better you will cope with the inevitable ups and downs that a sales role delivers. Purpose drives everything. Use your energy numbers to build your business. 50 calls = 8 appointments = 3 presentations = 2 sales.
3. Put first things first.
As salespeople, how we manage our time can be the difference between modest success and truly great results. Do this, and we avoid wasting time on the “urgent” issues that constantly distract us from ensuring that we continue to build our knowledge and skill base — together with the relationship network that will sustain our efforts in the long term. Have a daily game plan — prioritized and execute it daily.
4. Think Win/Win.
Sales success is leveraging your (and your organization’s) knowledge, experience and skills to deliver results for your customers. It is always: What is in the best interest of the prospect, members, teammates and organization?
5. Seek first to understand, then to be understood.
How often do we launch into descriptions of what we do and how we can help, without getting to know our clients and prospects? Ask good questions to determine their needs, wants and pain.
6. Synergize.
“The whole is greater than the sum of its parts.” A sales team working together can produce far greater results than individuals competing against each other. Always help others and ask for help yourself. Share your goals with others and ask about theirs.
“You can get everything in life you want if you will just help enough other people get what they want.” – Zig Ziglar, “Secrets of Closing the Sale“, 1984
7. Sharpen the Saw.
You are your main asset. Invest in yourself and your skills. Have balance in life: physical, emotional, spiritual and social.
Shawn Stewart is the Operations Manager at Gainesville Health and Fitness Center. Contact him at shawns@ghfc.com
