GlobalBX

Achieving Extraordinary Results: It’s Just a Skill

“Give me someone who does – over someone who plans any day.”  That is what a sales manager told me one day. 

I knew exactly what he meant because some of the most highly educated people I know have had very little success in life.  While some of the least educated people I know have had tremendous success. 

The reason is remarkably simple.  The successful people in every walk of life Do things.  The unsuccessful people plan and have intentions but seldom Do!. 

Now this may sound pretty simple, but it is true in my experience and in yours to.

Think about it in regards to prospecting.  If you sit around and plan to make prospecting calls, but don’t prospect, how many prospects will you generate?  None.  How many exciting selling situations will you walk into – none!  You will never develop your prospecting skills since you never use them.

If, on the other hand, you go out and start prospecting 3 times a day every other day lots of fun things will happen, most of which you can not possibly predict.  This is one of the exciting things about field prospecting.

For example, we called on a company in Youngstown, Ohio recently and as we walked into the lobby, we were greeted by a man putting on his sport coat and walking out.  We recited our blitz call words and he said he was the owner and wanted to talk with us right then since they had just gotten a new contract with the Navy and were in the process of seeking bids for materials.  No way to predict or plan for that!

We called on a company in Toronto that had a sign on the front door.  “No salesman seen without an appointment.”  We went to the receptionist, told here we didn’t have an appointment and said our “receptionist” blitz call.  We spent the next 45 minutes getting a tour of their technical lab from their director of testing.  No way to predict or plan for that!

While in Houston we blitz called a company, went into the office of their VP of Operations and had a great visit.   As we were about to leave, he said, “since you are in town for such a short time, why don’t you call on a few of my friends who can use you guys.”  He then made 3 phone calls for us, set up appointments and gave us directions.  No way to predict or plan that!

Since I have made so many blitz calls, I have hundreds of stories like this.  No doubt you have run into many opportunities also that only occurred because you were acting, not planning.

All this to mean, in any facet of life you have to do things to get anywhere.  No one plans themselves into success or achievement.  Intentions don’t count!

It was wisely said, “The smallest action is better than the greatest grand intention.”

Our older son is a Marine Battalion commander.  One of his leadership principles for his Marines is Deeds Demonstrate Desires. 

He explains it this way.  If aliens could not understand your language, but watched everything you do.  After a couple of weeks, what would they determine were your goals in life?  That is, how do your actions reflect your goals?  Remember, your actions do reflect you goals, they just may not be the goals you want.

This is good advice for all of us. 

Actions are the only things that lead to those situations that can bring us new ideas, opportunities and success.

So DO.

Sell Well and Often.