Conceive, Believe and Achieve!

When asked what he believes is the most important factor in determining a salesperson's success, sales trainer John Boe doesn't go with the expected answers of hard work or attitude. (Although both are very important!) "While these factors are certainly key components of achievement, in my opinion, the critical ingredient in determining success is one's ability to stay focused on the accomplishment of meaningful goals," says Boe.

"Unfortunately, far too many salespeople look at the goal setting process as a burdensome numbers drill imposed upon them by their sales manager," continues Boe. "It's been my observation that both success and failure leave a trail and everyone is self-made, but only successful people are willing to admit it. Unsuccessful people don't set goals and have a common tendency to blame circumstances, events and other people for their lack of focus and determination."

Here are three tips from John Boe to help you clarify and achieve your goals:

1. Determine where you want to go and chart your course.
Your goals must be realistic and believable, while at the same time, challenging enough to compel you to put forth your best effort and give you pride in their accomplishment. Avoid setting conflicting goals such as I want to double my income and spend more time at home.

2. Write your goals down and visualize their accomplishment.
Anything that is worth achieving begins with a written plan. Because the mind thinks in terms of pictures, rather than numbers, I also recommend creating a vision board. For example, I have a vision board in my office with pictures of a world map, expensive cars and a vacation home at the beach. I get excited just looking at it!

3. Review your goals and make adjustments as required.
After takeoff, due to the ever-changing weather patterns, pilots must make minor adjustments to their airspeed and heading to stay on course for their destination. Review your goals daily and make minor adjustments as needed on a monthly basis.

John Boe presents motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com.

Rate Your People Skills

Sales trainer John Boe has an uncanny ability to read people - their behavior and temperament style. He can analyze an individual based on a picture, brief phone conversation, or face-to-face meeting. SalesDog's Managing Editor, Tina LoSasso, can attest to this. After two minutes on the phone, John pegged her as an "introvert germophobe with neurotic tendencies." Considering that most people assume (incorrectly) that she's extroverted, she was impressed, and forgave him for the 'neurotic' part.

John teaches salespeople how to be more persuasive by deciphering their prospects' body language.

"Your body language reveals your deepest feelings and hidden thoughts to total strangers. As a professional salesperson you must continuously monitor your customer's body language and adjust your presentation style accordingly," says Boe. "By understanding your prospect's temperament style and body language gestures, you'll minimize perceived sales pressure and close more sales in less time!"

Think you have great people skills? Rate yourself by taking John Boe's fun People Skills Quiz.

"Trust Me"

When was the last time you bought something from someone you didn't trust? If you're like most people you only buy from those you trust. Sales trainer and human behavior expert John Boe has some useful advice on how to establish trust so you can make the sale.

Use active listening skills. The quickest way to destroy trust and rapport is to dominate the conversation. Successful salespeople take notes, listen attentively, and avoid the temptation to interrupt, criticize, or argue. To develop and encourage conversation, use open-ended questions to probe the meaning behind your prospect's statements. Occasionally repeat your prospect's words verbatim. By restating their key words or phrases you not only clarify communication, but also build rapport.

Adjust to your prospect's temperament style. Research indicates people are born into one of four primary temperament styles: aggressive, expressive, passive, or analytical. Each of these four styles requires a unique approach and selling strategy. For example, if you are selling to the impatient, aggressive style, they prefer a short warm up and expect a quick, bottom line presentation. While at the other extreme, the cautious, analytical style is slow to warm up and is interested in every detail. Once you learn how to identify each of the four primary styles, you will be able to close more sales in less time by adjusting to your prospect's buying style.

For more tips for building trust, read the entire article here.