There's Still Time... Make it a Great Year

When I was in outside sales selling office supplies and office furniture around Thanksgiving the other sales reps would often say, "November and December are always bad months. The holidays and vacations make it impossible to sell anything." The owner of our company asked me to suggest something to motivate the sales force. I recommended a "new account contest". Since I had always wanted to go to the new 5-star restaurant, I suggested that the prize for opening the most new accounts in the last quarter would be a gift certificate to the winner's restaurant of choice. The owner thought it was a great idea. He was more than willing to invest a few hundred dollars for a dinner to encourage the sales force to open new accounts.

Now think about the people who may have helped you along the way. We rarely achieve anything alone. Whether it is family members, customers, and clients who have been with us for many years, or the people in our lives who have contributed to our successes, we need to express our gratitude to them. There are many ways to show friends, customers, clients, neighbors, and associates how much you value having them in your life. You might want to send a client flowers or a note or just tell them how valued they are.

When the contest was announced, the typical responses were, "Open new accounts in November and December?" "Impossible!" "Everyone's on vacation." "People are going to holiday parties." All the responses were negative self-talk. Henry Ford once said, "If you think you can, or you think you can't, you're right!" I thought I could. And I believe our thoughts create our reality. So I thought about winning and about what evening in January would be best for my dinner at a 5-star restaurant.

I set my sights on winning. I was determined to open more new accounts than any of the other sales reps in the office.

I looked at my list of prospects and planned a strategy to meet with all of them. I also decided to find some new prospects (companies that were located near my existing accounts that I had never called on). Instead of thinking people were too busy to see me, I thought it would be a great time to build some new relationships. I planned to visit several prospects and show them some new products.

I made many friends that quarter, and opened more accounts than any other salesperson. Taking my husband to a 5 star restaurant for dinner was quite a treat.

What do you want to accomplish before the end of the year? Are there prospects to call on, or proposals to send out? If you think, "The final quarter is a great time for business development," you have a much better chance of making it a successful year.

One of the most powerful books I've ever read is What to Say When You Talk to Yourself, by Shad Helmstetter. He says that as much as 77% of what you tell yourself may be working against you. His book teaches how the technique of self-talk can reverse negative programming and fill your life with new, vital energy. Our brain is like a computer. Whatever we put into it, it will believe. It has no choice. Rather than tell yourself, "I never get much business in the last quarter of the year," try this self-talk "The rest of this year will be very productive. I will get new clients and make some great connections."

Positive self-talk really works. The brain simply believes what you tell it. A positive message can change your attitude. It propels us forward or holds us back. Our attitudes are determined by our beliefs. Positive self-talk creates our beliefs.

Whether it's opening up new accounts, or reorganizing your office, think about what you want to accomplish in the next couple months. Cleaning out old files will make room for the new clients you want. Whether it's clearing off the top of your desk, cleaning out a closet or reorganizing your book shelves you can create a year end goal to eliminate anything you are putting up with. How great it will be to start the New Year in a very positive way. Say to yourself, "I have goals to reach before the year 2024 comes to a close," and then take action.

Best Always!!

Phyllis Sisenwine, MCC