What’s the best way to change your sales results? Change your sales habits. Of course, that’s easier said than done. Whether you’re trying to make more cold calls, work networking events better or even make use of your personal network of contacts, the key is changing your habits.
Changing your sales habits, and therefore your sales results, is a five step process. To make it easy to remember the five steps, we’ll use the acronym AKASH.
A - Awareness
As Alcoholics Anonymous puts is, the first step is admitting you have a problem. You need to be aware of an area in which you need to improve before you can start actually improving.
K - Knowledge
The next step is gaining the knowledge to improve yourself. When you start out, you don’t even know what you don’t know. So gaining that knowledge is not something that can be done at a workshop or seminar.
If done right, those workshops or seminars serve as a starting place on your journey for knowledge.
A - Application
All the good ideas in the world don’t mean anything unless you’re doing something with them. Taking action for the first time is necessary once you’ve started gathering the right information.
And changing habits come from changing behaviors. The only way to change our behaviors is to actually start applying the knowledge we’ve learned.
S - Skill
The first time we do something new, the chances of being good at it are very, very slim. Practice makes perfect.
As you apply your knowledge continuously and consistently, you’ll get better and better. Your first cold call won’t be as good as your 100th cold call, which won’t be as good as your 1,000.
Even if you had all the knowledge up front, the only way to build up the skill is through continued application.
H - Habit
Finally, everything culminates in new sales habits. If we’ve done all the previous steps correctly, once we form these new habits, the results will come.
© 2012 Sandler Systems, Inc. All rights reserved.
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