If you attended a Sales Meeting or recently read a book that motivated you to change a poor sales habit, you probably feel a tug that will send you back to your old ways. If we are not careful, the tug will become strong enough to send us back to restore our bad methods and into places that won’t take us to where we want to be. This tugging action is just like a rubber band that is trying to pull us back as we stretch away from it. Sometimes it is hard to remain focused on the benefits of the new routine we are trying to construct.

At some point in time there is a point-of-no-return. This is when we have traveled far enough and long enough that the rubber band breaks and our new practice becomes habitual. Perhaps we wake up in the morning and the fresh routine is simply part of what we do everyday. I remember what it was like when I gave up coffee after my Physician advised me to eliminate caffeine. It didn’t help that my office was directly across the hall from the coffee maker and I was consuming 10 cups a day.

The aroma of fresh brewed coffee was tantalizing and I yearned for a cup so badly that I wasn’t sure I would be able to maintain my Doctor’s recommendation. It has been about 20 years since I have savored a cup of the dark brew. I no longer miss it and I’m delighted that I made the change. Besides, I couldn’t afford a 10 cup a day habit at Starbucks.

Creating change tactics

“Begin with the end in mind”. Any goal we establish must have a vision for completion and accomplishment. A sales goal is just like a weight loss goal, we know what we want the results to look like. It can be hard to accomplish on our own that is why we should look to our co-workers and friends for support. A real goal is one that is written and reviewed daily.

When I was trying to eliminate coffee from my life, my friends helped out a lot and stopped asking me if I wanted a cup. This was in part because I shared my goal of a caffeine free diet and my friends helped support my goal.

If your goal is to make more contacts or make more telephone calls during the day, your friends and co-workers can find ways to help support your efforts. The key to this action is to ask for their support and be certain that your goal is in their best interest as well. We know that there are temptations that will draw us toward our bad habits. Stay away from them and it will become less of a temptation. In my crave for coffee, I stayed away from donuts and the break room.

Steve Martinez teaches businesses how to increase sales by automating the best practices of sales. http://www.sellingmagic.com

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