Do you feel like a dog chasing its tail running and running never catching what you want? It’s true sales is about action, however, successful sales is about right action. And right actions spring from the desired golden ring.

To get what you want you have to know what you want in specific written terms. Simply having written weekly sales goals, although I do encourage you to have them, isn’t enough. You see you don’t ultimately want sales; you want what those sales get you and that’s money, but you don’t really want money you want what money allows you to do. Money allows you to live the life you want to live.

The starting point for determining the actions you need to take for sales success is clearly defining the life you want to live. Otherwise you may hit your sales goals/money goals only to find yourself stressed out and burned out and totally miserable. And you don’t want to work as hard you’re working only to end up miserable. So begin the journey from where you want to get not where you are now.

Do you clearly know what a day in your life will live like when you are where you want to be? Can you feel it? Good, now you’re ready to get down to business. What do you need to do to live a life like that? How will the actions you’ll take to generate sales be different than they are now?

In a recent conversation with a client this very concept came into his sales plans. This business owner could continue to try and chase down anyone and everyone, or he could focus all of his energies and actions on only connecting with the prospects that met his criteria for an ideal qualified prospect. He immediately saw the value in that approach impacting his business: financially, managerially, in their ability to grow, and in their ability to service their clients. Plus this focused approach impacted him personally in terms of time, treasure, and family bringing more overall balance and pleasure in his life.

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