You Can’t Just Wing It

In my new book Consistency Selling, I lay out my step-by step proven process for sales success. It’s a simple yet powerful and effective process that has helped thousands of individuals—as well as entire businesses ranging from small mom-and-pop shops to Fortune 500 companies—to dramatically increase their income, drive up revenue, and achieve the kind of success many think they can only dream of.

My sales process has been proven effective time and time again, and I know it can work for anyone—but only if you truly understand the need for a process in the first place. It’s an unfortunate but common practice of many sales professionals to rely on their natural charisma, communication skills, and ability to “wing it” to the extent they don’t think a sales process is necessary. But while these skills are certainly helpful in sales, they’re simply not enough on their own. There’s just no substitute for the value a process brings to your sales efforts.

The reality is we are all human, and humans make mistakes and forget things sometimes. All of us perform tasks better when we have a process to follow and implement consistently. This is true whether it’s a simple activity like mowing the lawn or a complex and riskier job like a pilot going through preflight procedures—and sales is no exception. For example, when sales professionals don’t use a consistent sales process, they’re more likely to forget something during a sales call or skip over key elements that influence the buying decision—and that could mean losing a sale that you otherwise could have won.

Considering the risk that comes with not using a process, why do so many of us fail to master and consistently use one? The answer is pretty simple: human nature. Just like it’s human nature to forget things, one of our worst and most common habits is to take the easy way out. Even if we know that doing the hard work in the beginning will make things easier and far better for us in the long run, sometimes we humans just struggle to pony up in the moment and end up taking the easier path. Yes, learning and developing a new process will take some time, but trust me when I say it’s worth the effort! And it’s actually much easier than you might think. The problem is, it’s just a little easier not to bother.

So how do we get over this troublesome aspect of human nature? How do we stop getting in our own way, so we can start achieving the level of success we desire and are capable of? For most of us, all it really takes is a shift in our mindset (along with a little hard work and perseverance of course). This is what I call the Prosperity Mindset, and it pretty much boils down to this: You have to believe beyond a shadow of a doubt that you’re capable of achieving tremendous success and prosperity in your life and career. I truly believe that if you have the right mindset and implement the right sales process, there’s no challenge you can’t overcome. YOU CAN DO THIS!