My son likes to eat! He wakes up in the morning walking to breakfast and asking what’s for lunch. I know exactly where he got that mindset! Unsurprisingly, I bring the same mindset to my business life. Wake up hungry and prepare for the next meal!
When your livelihood revolves around sales success, being hungry for great performance is essential. However, it is satisfying your immediate hunger with the full expectation that you will be hungry again that separates mediocre performance from superior performance. Recognize that the key word is performance. Subsequently, in order to perform well, the key ingredient is preparation. Business results depends on better preparation, proper execution then, planning for what’s next. You prepare, eat, plan. Regarding eating or selling, success requires wanting high performance like your life depends on it. Ultimately, it does!
Concerning dining or business success, preparation is the first step. That step typically requires a recipe. A recipe is merely a process that directs toward a desirable result. For sales success, the recipe may include steps like prospecting, identifying customer desires, explaining benefits, closing, and following up. By being faithful to the recipe, the likelihood of the successful person feasting skyrockets. Satisfaction is a direct result of preparing and eating. Being hungry is a great motivator to following a proven recipe or finding someone who can follow one that leads to the desired result. But, first you must be hungry!
Once the meal is prepared, the hungry person is ready to eat. Eating is where the satisfaction takes place, exactly like closing a sale. Eating provides nourishment. It replenishes the energy to continue. Also, it eventually results in being hungry again. For business, this hunger leads to repeating successful sales processes. In turn, ongoing results sustains the enterprise. The satisfaction of consuming extends beyond one professional, but benefits the entire enterprise. Consequently, sales professionals do not selfishly feast. Indirectly, they are responsible for serving others. Successful selling keeps the operation performing. It provides funds to pay salaries, meet financial obligations, and invest in new ideas. The ability to consume is essential to the entire enterprise.
Repeat is the final step. Tomorrow is a new day. The enterprise will be hungry again. Consequently, it will need nourishment again! Sales professionals must secure the proven recipes. Revisit the successful processes. Acknowledge the grumbling in the belly. Wake up ready to eat breakfast and planning for lunch. Satisfy your yearnings for high performance. And, be hungry for additional success!
By Glenn W Hunter
Principal of Hunter & Beyond