5, 4, 3, 2, 1 – Let’s go!! The countdown method is a proven tool to get tasks done. Who is sick and tired of pathetically avoiding exercise? So, when the alarm sounds, do the countdown, shout “Let’s go!”, jump into nearby sweats and sneakers; then start walking. Replace reluctance with process! Don’t think; trust. Regarding successful selling, executing a plan which leads to achieving specific business results can be intimidating. Reluctance results from considering problems that may occur during execution. Of course, doing nothing removes all doubt. Failure is the result! Still, how are steps toward successful results created?

Plan
“If you fail to plan, you plan to fail.” Just because a saying is old, does not mean it is irrelevant. Whether the tactics incorporate technology, or a face to face interaction, identifying target markets, prospects and decision makers starts the sales process. Aligning messaging with marketing efforts and specific sales channels is another key part of planning. Telephoning a buyer who communicates by Skype is self-defeating. Preparing to communicate consistent sets of benefits through verbal, visual, and social media channels is an initial step toward meaningful follow-up. Next, understanding customers’ buying processes prepares accurate insight for successful selling.

Discipline
Successful sales plans are never found in a drawer or buried in an inbox. Plans that identify sales opportunities are readily available for the successful business development professional to deploy. While discipline sounds painful and self-sacrificing, it simply reflects repeating successful processes and practices. Personally visit prospects that insist on a handshake before closing a deal. Text video clips to the decision-maker who feels naked without his devices on his person. Follow specific tactics that have delivered results. Then, repeat. Lack of discipline results in wasted time. Wasted time yields lost opportunities, underperformance, and eventually replacement.

Execute
Sales professionals who are empowered with a plan and discipline typically reap rewards from their activities. Too often, strategies and market intelligence easily misguide professionals to believe that great thinking yields new business. Actually, executing fully developed sales skills deliver results. Hard work routinely triumphs over great ideas. Optimally, high performance requires deploying acquired skills through training, applying best thinking during the planning process, performing tenaciously on a consistent basis, accepting the rewards! Professionals who trust the process and execute its tactics maximize sales opportunities. Guarantees may be available to customers, but never for providers. Nevertheless, rewards are inevitable for sellers that adhere to proven processes and tactics.

Takeaways
Whether a sales professional wants to sell or not, results matter most. Brownies points do not count. Tools, tips, and anecdotes are available in the marketplace. Yet, only measurable results dictate success. The execution that delivers results is precious. Whether a professional wants to sell is marginally relevant. Professionals who prepare an actionable plan, demonstrate focused discipline, and execute developed skills earn tangible rewards. If these steps yield inferior results, the professional still needs to trust the process more than the environment. Results and rewards are undeniable! Even if deploying these proven techniques in a more fertile environment becomes the only alternative. 5, 4, 3, 2, 1 – Let’s Go!

By Glenn W Hunter
Managing Director of Hunter And Beyond, LLC