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You Get What You Expect

By Paul Montelongo

The Habit of Expectations. Successful sales is based on expectations. You must expect to succeed. Your sales will match your expectations. Why don’t people set high expectations of themselves. Usually because somewhere along the road in their history of selling, they set certain expectations and those expectations were not met. Their expectations were not met once and they decided that maybe they would try again. Again, their expectations were not met and then they suffered a measure of rejection and agony (pain). They began to reason, even if at a sub-conscious level that their expectations were too high. If they were too high, then they could justify to themselves why their expectations were not met. As a result, the set lower expectations for the next week, the next quarter, the next season, etc. The interesting thing about the human makeup is that we hate to experience pain and agony. Unsuccessfully meeting expectations can create an enormous amount of internal discomfort. So we begin to look around to find events that prove our expectations were too high. The economy is not doing well. Our product is too expensive. The company didn’t have the budget. The weather is too bad. Interest rates were too low. I actually had someone in a seminar tell me that the reason people didn’t buy their product was because the interest rates were too low. This caused people to be suspicious of the economy and to question the future of their own jobs. This was an elaborate mental scheme to justify their pitiful, lack of performance. What kinds of things can you and should you expect in order to Punch Up Your Sales? (Explain each of these as I go along) 1. Sell based on personal value. 2. To know where to get the answers for your customers. I didn’t say you have to know all the answers, you just need to know where to go find the answers. 3. Have raving, braggadocios fans as customers. 4. Receive unlimited, unsolicited referrals. 5. Be unique enough to win their trust and respect. 6. There will be opportunities every day. 7. Expect to make the Sale. PDC. Make a list of everything that you think you should expect. What are your expectations? Write these in your Sales Success Journal. Type them into a word document on your computer. Print them out and take them to Kinkos, laminate them and carry them with you in a place that is conspicuous to you. In other words, I would like for you to look at these expectations on a daily basis. Look at these first thing in the morning. You can do this over morning coffee.

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Paul Montelongo

"America's Construction Industry Motivator"