The First Factor of Successful Selling

The first Instant Success Factor of successful selling is BEING AVAILABLE.

It was our Monday afternoon sales meeting and one of our top salesmen commented that he had been making many sales calls by phone without reaching anyone and no one was returning the voice mail messages he had left.

He said that he was very frustrated with each call because all he heard was a voice mail on the other end. The question I asked him was: 'Are you BEING available when you are making the calls?' He considered the question and then said, 'No, I don't believe I am!'

Often, when we are not getting the results that we want, the tendency can be to look outside of ourselves. We may justify the situation by saying that 'it was a bad time of day to call'. We can console ourselves by saying the other person 'does not have the courtesy to return a call.' Or we can state a 'sales rule' that when you make calls you never get more than 30% answering.

However, if you are being radically personally responsible for your own results in life or in business, you know that looking outside of yourself will not change the circumstances.

If you notice that your customers are not returning your calls or you are not connecting with others, where to place your gaze is on yourself...and consider that perhaps you are the one that is NOT being available.