Picture a triangle. The triangle is made up of three corners. Obviously, each one of those corners is a vital part of the whole. Remove a side, and you no longer have a triangle. There are three vital aspects of sales, and of your work life as a whole. These three aspects are: attitude, behaviors, and techniques. We often refer to this as the triangle of success.
We will cover each of these aspects in our Triangle of Success series. To read part one about the importance of attitude, click here.
Daily Behavior Patterns
Selling is about much more than cold call scripts or closing lines. As covered in the first article, your success story begins with your attitude. Once you have developed a positive attitude, you need to establish daily behavior patterns. These are what will guide you from day to day as you progress through your career. Good behavior patterns are hard to establish without a good attitude, but a good attitude is hard to maintain without good behaviors. At Sandler training seminars, we teach three key elements of behaviors. These three elements each depend on the other two to be successful.
Setting Good Goals
The first element of good behaviors is goal setting. Not only big goals, but smaller ones. While setting goals is vital, it’s also key to make sure the goals you set are good. Goals should be measurable and specific. “Do better” is not a good goal, because it’s hard to measure whether or not you have achieved it. A good goal would be: increase cold calls by 10% this week.
Tip: make long term goals, short term goals, and daily goals.
Creating Plans
Many notable people have been credited with saying “a goal without a plan is just a wish.” While this may have become a bit of a cliché, it is still a powerful truth. Plans must be crafted which spell out exactly what you need to do in order to accomplish your goal. A good plan would be: Set aside 15 minutes each morning to make a list of cold calls to make. Set aside 30 minutes before lunch to make those calls. Now you have both a goal and a plan to accomplish your goal.
Taking Appropriate Actions
Once you have a goal, and a plan to meet that goal, you have to actually follow the steps you planned out. This probably means having the courage to get out of your comfort zone. This definitely means having the discipline to follow the plan you’ve established. This means you have to actually set aside the time to make the list and then again to make the calls.
To summarize the concept of behaviors, your goals are what you want to accomplish. Your plans are the specific steps you are going to take to accomplish your goal. Your actions is the guts
Understand the Triangle of Success
To better understand the triangle of success think of it as a car. The attitude is the fuel, the behaviors are the engine, and the techniques are how you drive. A great car and a great driver with an empty fuel tank won’t get much done. A great driver with a full tank of gas but a faulty engine, will eventually breakdown. Finally, a pristine engine, with a full tank of gas, but a bad driver, will eventually crash.
Establishing goals, creating plans, and starting actions, are very important. However, to continue growing you must continue to learn and challenge yourself. To learn more about how to build the right attitude, develop correct behaviors, and apply successful sales techniques, check out our top notch Sandler Training Solutions by contacting Sandler Salefish today.
