April 6, 2012
Posted by: Forrest PG
Getting on the scale every day forces you to objectively measure where you’re at because the scale doesn’t lie.
Otherwise, it’s easy to get in delusional thinking and get quite a shock when something that once fit nicely is uncomfortably tight. As Dr. Brackerman said, knowing what you weigh every day allows you to make different decisions and small adjustments.
It’s similar in sales–if you can measure the behaviors and activities that create the sale, then you’ll constantly keep yourself in objective reality. Instead of focusing on whether or not you made a sale, track the activities that lead to a sale. Track behaviors like:
1. Building houses on paper
2. Doing full home site tours
3. Introducing customers to a loan officer
The point is just to keep yourself on track day by day, instead of looking at a number at the end of the month and being disappointed or surprised. Another way to measure your process is to consider your performance after every interaction with a customer. Ask yourself questions like:
1. Where did the sale stop?
2. Who stopped the sale?
3. What will you do next time?”
If you ask yourself those questions every day, you’re going to push yourself to do the necessary behaviors.
That’s almost too easy, isn’t it? But believe it or not–success is easy. Like weight loss, it’s a result of decisions and activities. What’s your choice today?
Here’s to earning what you’re worth!
Jason Forrest (named one of 2012′s Top Young Trainers for Training Magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform builders into sales organizations that build homes. A sales professional at heart, Forrest is the author of Creating Urgency in a Non-Urgent Housing Market and 40-Day Sales Dare for New Home Sales. As a consultant for many of the leading homebuilders in the United States, Canada, and Australia, Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change. Learn more at http://www.forrestperformancegroup.com.