Here in Ohio, we’ve had some snow and ice. Because I am teaching my two teenage daughters to drive, I want more snow and ice. The best way to learn how to drive in snow and ice is to go to a big open parking lot and slide around.
When you are sliding on ice, it’s important to keep the wheel turned in the direction of your slide and your foot off the brake. It’s scary when you’re sliding until the wheels catch. You keep sliding for a while even though you are doing everything right.
This is true in other areas of your life, too. In sales, you can be doing everything right and still not yet achieving the results you need. You are spending a third of your timeprospecting. You are nurturing the relationships you need inside your dream client by feeding them value. You are following up consistently. Maybe you are even spending some time each week on your personal and professional development and improving your business acumen.
Because you are sliding in the wrong direction, you might think you need to change everything, try something new, or do something that would seem to make more sense. A lot of the time, you just need to keep the wheel turned long enough to get some traction.
This morning I received an email from a consultant who promises his clients “instant results.” Most of the results you want and need couldn’t be obtained instantly. You can’t get rich quick, and you can’t lose weight fast.
Longer term, sustainable results are the results of doing the right thing, which always includes a few fundamentals that most people find unpleasant, over a long period of time.
- Do you have your steering wheel turned in the right direction?
- Have you kept it that way long enough for the wheels to finally grab and begin to move you in the direction you want to go?