It’s 11:35 a.m. on Monday and Chris Wilkerson is smiling. Having completed his second sales call of the day, he finds himself two-for-two — two appointments, two sales! As he strides toward his car, having hit his goal for the week, he makes a cell phone call to reserve a 1 p.m. tee time for an unexpected but well-deserved round of golf. And in the blink of an eye, a great day begins to take a quick slide toward an average week, all because Chris started his process by setting the wrong goals.

Everyone knows the importance of setting goals. … Read the rest

You walk out of the office, shoulders slumped and head hanging low. The meeting did not go the way you had hoped. Shoving through the glass doors and exiting the building you heave a sigh, the words of your prospect still ringing in your ears, “No, we’re going to pass.” Motivation is dwindling fast. For a moment, you think about blowing off your last appointment of the day and heading back to the office, in favor of catching up on paperwork.

But what if it didn’t have to be this way? Imagine getting a “no” from a prospect and then … Read the rest