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Regaining Control & Improving Sales

When topics like war, security, jobs and the economy are foremost in the minds of most Americans we can often feel overwhelmed. So much seems out of our control. Given that we are a culture that thrives on creating security and controlling our own destiny, we don’t do the “victim” role very well. So here is some food for thought.

Worry about those things you can control, and file in the back of your mind those things you can’t control. Those “out of your control” issues are important, but now is the time to put some control back in your own personal life, and figure out how to support your family.

If you’re in sales, you know that predictable results come from consistent behaviors. So what do you need to be doing on a consistent basis, day after day, to be successful? What are the things you can control? (Hint – The only control you have is over how you behave – nothing else.)

Now, create a list of behaviors you need to do each and every day and put together a daily action plan. Example: You have control over how many times you dial the phone, so list that. You have no control over the other person answering the phone, so don’t list that. You have control over asking for the appointment, or not asking. Asking for the order, or not asking. You have control over when you call, what you say, how you say it. Can you set a goal like “Get 3 appointments by 4:00 PM”? Sure. But more importantly did you identify how many phone calls you usually need to make to get the 3 appointments, and did you make the calls? That’s what you want to track.

Now, here is the key. No matter how you feel, do your action plan. Commit to doing it no matter what. And don’t forget to reward yourself when you do it (a pat on the back or a bowl of Ben & Jerry’s is fine). No matter what the results you get, you still get that reward for doing the behaviors. And discipline yourself everyday, because it’s not how you feel that will determine your future, it’s how you behave.

Here’s the 4-step formula:

1. Identify what behaviors you need to do on a consistent basis to be successful.

2. Write a daily action plan . . . And do it! (Be disciplined and committed).

3. Track your behaviors each day . . . (Did I do what I said I would do?).

4. Reward yourself for doing the behaviors. Don’t expect magic results. With commitment to hard work and consistency, the results will come. And I promise that if you will do this for the next 6 months, you will feel a renewed sense of accomplishment, purpose, balance, and control in your life. . . not to mention your sales will go up.

This issue’s sales training tip is brought to you by Hungerford, Creekmore & Co, LLC, an authorized licensee of the Sandler Sales Institute. Dennis Hungerford can be reached at (541) 382-4316 or This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

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