CRUCIAL MINDSETS TO SALES MASTERY PART 2: Consistency

CONSISTENCY

To be consistent requires commitment. World’s best sales performers commit themselves to a continued, sustained level of effort towards daily disciplines over the long-term. This consistency is connected to a compelling reason to do whatever it takes to succeed.

Commitment and consistency are strongly related. True commitment is the willingness to consistently do the hard things in your sales role. Commitment is not tested when you are willing to consistently do the easy things or the fun activities in your role.

How willing are you to consistently do the uncomfortable things that are required for you to be successful?

Research shows that 80% of sales require 5 follow-up calls and that 44% of sales professionals give up after just one follow-up call. A sales professional who lacks consistency and persistent effort will take the path of least resistance and will more easily give up on a prospect when they experience stalls or objections. Whereas those committed to consistency are not phased by stalls & objections, but put in the effort to following up as many times as is required to close the sale.

If you want to see results, there’s no ‘quick fix’ magic pill to take you to your desired outcome, it’s about building consistent habits which are executed daily that will see you achieve high levels of effectiveness and success. To quote Aristotle “We are what we repeatedly do. Excellence, then, is not an act, but a habit.”

So why is consistency so uncommon amongst sales professionals and what stops us from executing long term consistency & commitment?

Distraction and lack of focus is a big hurdle to consistency. Most people live for short term pleasure rather than committing to and working towards a more rewarding and valuable long term goal. Someone wise once said to me “Wherever you are, BE there.” Being present and mindful is key to consistency and being able to show restraint and discipline towards the actions that will drive you forward toward achieving your goals.

 Small disciplines repeated with consistency every day lead to great achievements gained slowly over time.” – John C Maxwell

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