Breaking habits is always difficult.  We get into a set routine that is comfortable and when asked to change, we tend to resist.  Even if we try the change pattern, it doesn’t feel good and we revert back to the old way of doing things.  For example, try writing your name with the opposite hand that you normally use.  Change is hard.

Salespeople know this is true.  Instead of doing things that lead to success, we stay in the comfort zone.  Rather than make phone calls to prospective clients that can lead to greater business opportunities, we stay in the old mode of drinking coffee, reading the newspaper and chatting with friends.   Suddenly, half the day is gone – all because our daily routine was not changed.

To be successful as a salesperson, there are habits that must be discarded.  Instead of acquiring a general knowledge of your products, time and energy must be spent on educating yourself to become knowledgeable about every aspect of it. Rather than cramming an unrealistic number of client calls into a day, more time must be spent on building a relationship with each customer to truly get to understand their business and needs.  And not consistently adding new names to your client list is a sure bet for eventual failure. 

When your sales dip, do you get into the habit of making excuses or casting blame on someone else?  Stop right there.   If you’re pointing at something or someone else, look at your hand – three fingers are pointing back at you.   There are no more excuses and no one else to blame.  The problem is you.

It’s time to check your daily routines.  What are you doing that deters you from doing things that you should be doing to build your business?   Sometimes we have to step out of the forest to see the trees.   Are your habits causing you to fall short of your potential? 

Ask yourself:  What do I want to achieve?   What do I need to do to make it happen?   Breaking some bad habits can start you on your way!

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deborah james   |2009-03-26 08:44:51 I think this is very true. Being in the mortgage busniess, the only thing we have to keep us going is ourselves. Change is good.

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