SSM6 | Overview & Goals

One Step at a Time

If you want to start to systematically grow your business or sales career, the strategies and tactics we’ve already covered will get you a long way there. They’re not difficult to implement – in fact, once you get rolling you’re going to find that they’re one of the highlights of your working life. You’re going to enjoy putting them into play. And they absolutely do work.

So you might be thinking to yourself, if that’s true why don’t more security companies and security sales consultants do these things? 

Fair question. The first part is that they just don’t understand the rather subtle changes they can make in what they may already be doing anyway to ramp up results. They don’t quite know what to do and how to do it, which of course is what this program is all about.

But the bigger issue goes back to the “firefighting” issue I addressed from the start. It really comes down to focus. It comes down to consciously and proactively setting aside each time to do the work. Only you can provide that super-important part of the equation.

And quite frankly, that’s where it falls apart for the vast majority of dealers and their sales reps. The most common “reason” I hear for why these programs aren’t implemented is that something else got in the way during a given week.

So your very first action item is very simple. Break out one single hour each week for this activity, put it on your calendar, and make it a recurring appointment. And then commit to it. Please STOP AND DO THAT RIGHT NOW.

Did you do it? Congratulations! You are among only about 5 to 10 percent of all security companies and sales consultants willing to make that commitment of time. And I absolutely guarantee it will pay off.

The second key to making this work for you is to really focus on a very specific incremental step during each of those weekly one-hour sessions. Take a single, laser-focused action in each hour that is focused on achieving a specific goal or reaching a predetermined milestone. We’ll get into the specifics of how to do exactly that in Action Item 2.

Ready to learn how to do that? Great! Let’s go!

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