Ever wonder why some tele-sales reps (any type of sales rep, for that matter) are more successful than others?
Scratch the surface and you’ll find that they all seem to apply these three simple secrets:
- They find a system
- They implement it immediately
- They stick to it
You CAN be as successful as you want by following these three secrets. I can’t take credit for them. I got them from Bob Burg years ago in an amazing little pamphlet he sent me called, “The Success Formula.” They’re simple but powerful principles that literally can change your life.
Secret #1: Find a system
Look, it’s this simple: being successful in telesales has been accomplished by others before you. They’ve done the heavy lifting. They’ve tested techniques, methods, and processes. They’ve failed. They’ve tried again. And eventually, they got it down pat. They found the “formula.”
The first secret is to discover what they did and simply follow it. Replicate their system (with obvious customization to your situation). A system is a repeatable series of actions. It means they can be copied, implemented, and mastered. Burg sums it up by referencing Michael Gerber, author of “The E-Myth,”
“Systems permit ordinary people to achieve extraordinary results predictably. However, without a system, even extraordinary people find it difficult to predictably achieve even ordinary results.”
Okay…so what does that mean to you?
It means doing some homework. Seek out those who are very successful. Bob calls this O.P.E. – Other People’s Experience. Maybe it’s the top rep in your company. Perhaps it’s someone you know who is successful in a field similar to yours. Find a coach or mentor you respect and pick their brain. Scan the web. Look for authorities. Read their stuff. Find out precisely what they do. If it resonates with you then model it. Duplicate what they do. Hijack the process. Don’t re-invent the wheel. I sure as heck don’t.
Secret #2: Implement it immediately
When you’ve found your ‘system’ take action; apply it immediately. Avoid the tendency to ‘wait for the right moment.’ Don’t procrastinate. Don’t wait until next week or the start of the new sales month or quarter. You know you’ll never do it. Dive in. Hunker down.
Why is it that we tend to delay implementing new ideas?
Basically, there are three reasons. First, there’s the fear we’ll fail or look silly or be rejected or whatever. Second, there’s the issue of time. It takes time to master; time that we think we don’t have or can’t afford. Third, there’s the ‘change factor.’ We resist change because change is awkward and uncomfortable. Our natural tendency is to avoid it.
I get all that. I feel these things myself. But at the end of the day ask yourself, “Do I want to improve (be more successful) or not?”
Hey, if you’re happy with where you are and what you are achieving then don’t DO anything. But don’t complain either. But if you want to further succeed then the price you pay is facing your fear, finding the time, and dealing with the discomfort of change.
Secret #3: Stick to it
Think of diets. Follow the diet and you will inevitably lose weight. Admittedly, it can be tough but when you DO follow it, pounds fall off. And of course, the moment you stray from the ‘system’ of the diet is the moment you fall back into old habits and regain weight.
The same is true with your telesales success formula. You need to stick to it; persevere; carry on; stick to it. Sure you’ll stumble and fall. Just get back up. Start again. Build your discipline. You WILL get stronger. And you WILL succeed.
Here’s the single biggest challenge you’ll face: quitting. Quitting is just so dang easy to do (go here telesalesmaster.com for more on this topic). You need to fight that. That’s why desire and drive are so important. You have to WANT to succeed if you’re going to succeed. Lip service ain’t going to cut it.
There you have it. In less than 700 words I have given the formula to becoming more successful in telesales. It’s so incredibly simple, isn’t it? But it’s not fluff or hype. It works. It really, really works. Start your success journey today.
By: Jim Domanski, Consultant to Lead Generators International
President, LGI Sales & Marketing Group Inc.