How to Establish a Goal

How to Establish a GOAL

            There once was a Memorial Pre-Need Sales Counselor who had managed to secure 4 appointments for presentations in one day and none of the prospects owned cemetery property or a pre-need funeral and all seemed interested in meeting with him.

            Our Pre-Need Memorial Sales Counselor’s name is Ralph.  Ralph felt like he was on a roll.  He had several more appointments for the coming week.

There’s a problem

            Ralph knew he should probably take a look at his presentation but he decided against it because he figured he’d wing-it.

            Ralph did not want to appear push-ie and he figured if he had a conversation with his prospects he could go-with-the-flow and get the sale.

Here’s the analogy:

            The car is packed, you know where you’re going, and you’re ready to go.  You’re taking a trip from __________ to Phoenix Arizona.

            It’s your first cross-country trip and you’re really excited.  The scenery will be lovely and you’re going to enjoy every minute of it.

            A few hours into the trip you need to check the map because you’ve reached your first decision and cannot remember the highway number you’re taking.

            You panic for several moments as you realize you left your map on the kitchen table next to a stack of bills you were going to mail out before you left the house.

            But, you say to your self, the heck with it because I know where I’m going and I don’t need, NO STINKIN’ MAP!

For many of us

            The way we determine our goals is through a Hap hazard, wing-it approach.

            Eventually you determine your hopelessly lost and wondering why you didn’t achieve your goals.

7 Secret Steps to Achieving Your Goals

1.  Is your goal something you really want, or does it just sound good?

            Years ago (when determining my goals) I used to write down how much money I wanted to make.  From that point I’d break it down into average dollars I make from each sale and divide that number to figure how many sales I would need to achieve my goal.

            To make matters worse I spent so little time actually thinking about my goals that the piece of paper I wrote them on went into my desk and was forgotten about.

            Once or twice a year I’d see the goals sheet when I cleaned out my desk.  Occasionally, I’d even glance at the goal sheet just before I buried it in my desk.

How to figure out what you want

            Turn your goal setting into wants, not dreams.  Spend a little extra time and shift your paradigm on setting goals.  For example, instead of figuring out how much money you want to make figure out what it is you want.  Maybe it’s a new car you want? 

            Take out a fresh sheet of paper and describe the perfect car, from the color, to the look, to the smell on the inside. 

To the feel of the…

leather seat, to the speed, comfort, and design, and sound of your car

            The more detailed you make it, the more you’ll be able to visualize yourself owning, operating, and enjoying your new vehicle. 

            Take the same concept of what you want and apply it to a new goal by detailing it, specifically describing your goal on paper.  Once done, read your description of your goal once in the morning and once in the evening.

Tomorrow, part two.

Happy Selling!

David…

P.S.  Get over to the catalog page and invest in your SELF.  No one can tak away your education or experience.  Click here

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