A Salesman was given a vigorous target of selling $100,000 worth of medical equipment each month, the most on his team, and was expected to somehow get to $140,000.Every month he kept falling short of the target and his old aged boss grew disappointed with him.
The next day he took the salesman for a coffee and tried to strike a conversation ,”Do you think the market is dull?” The young salesman replied “ I understand the set target ,but in reality it is not that easy. We all know that targets are usually overambitious .Isn’t it ? “
The elderly boss gave a reassuring smile and continued ,”Tell me what would it take for you to sell $200,000 worth of equipment each month”.
"$200,000!" he shouted. "No! That's impossible. "You don't understand. I want to hit $140,000 a month, and even that is so hard that I don't know how I'll do it and here you fantasize about $200,000.” The boss insisted ,”Just play along ,give it a try seriously assuming that $200,000 is your real target “
The salesman laughed and said "Okay, but remember, we're talking about something that's impossible”. He then started listing things. After he got through the ridiculous ideas, like stealing other people's accounts and cooking the books, he began to think of more ideas. At first it was hard.
"I'd have to be in two places at once," he said. "I'd have to make twice as many presentations as I'm making. I'd have to present to two clients at once!"
Then it hit him. All of a sudden he got the idea that he might be able to stage a large presentation of his product with a number of clients in the room at one time. "I could rent a room at a hotel and have 20 people in for coffee and donuts, and I could make a big deal out of it," he said. A number of other ideas came to him- ways to combine his cold-calling with his travel time, ways to utilize e-mail as a sales tool, how to use the administrative staff better. Ideas poured in while the old aged boss wrote them furiously on a flip pad and handed it over to him saying ,” All your ideas were a result of his thinking big- "How would I sell $200,000 if I absolutely had to?"
He surpassed his goal and achieved over $200,000 sales the very next month.
Many of us become self-satisfied with what we do right now and that is what makes us stagnant .Take a certain goal and double it, Or triple it, Or multiply it by 10. And then ask yourself, quite seriously, what you would have to do to achieve that new goal. You will end up with ideas that can turn the impossible to possible.
If your goal doesn’t challenge you , it doesn’t change you
The next day he took the salesman for a coffee and tried to strike a conversation ,”Do you think the market is dull?” The young salesman replied “ I understand the set target ,but in reality it is not that easy. We all know that targets are usually overambitious .Isn’t it ? “
The elderly boss gave a reassuring smile and continued ,”Tell me what would it take for you to sell $200,000 worth of equipment each month”.
"$200,000!" he shouted. "No! That's impossible. "You don't understand. I want to hit $140,000 a month, and even that is so hard that I don't know how I'll do it and here you fantasize about $200,000.” The boss insisted ,”Just play along ,give it a try seriously assuming that $200,000 is your real target “
The salesman laughed and said "Okay, but remember, we're talking about something that's impossible”. He then started listing things. After he got through the ridiculous ideas, like stealing other people's accounts and cooking the books, he began to think of more ideas. At first it was hard.
"I'd have to be in two places at once," he said. "I'd have to make twice as many presentations as I'm making. I'd have to present to two clients at once!"
Then it hit him. All of a sudden he got the idea that he might be able to stage a large presentation of his product with a number of clients in the room at one time. "I could rent a room at a hotel and have 20 people in for coffee and donuts, and I could make a big deal out of it," he said. A number of other ideas came to him- ways to combine his cold-calling with his travel time, ways to utilize e-mail as a sales tool, how to use the administrative staff better. Ideas poured in while the old aged boss wrote them furiously on a flip pad and handed it over to him saying ,” All your ideas were a result of his thinking big- "How would I sell $200,000 if I absolutely had to?"
He surpassed his goal and achieved over $200,000 sales the very next month.
Many of us become self-satisfied with what we do right now and that is what makes us stagnant .Take a certain goal and double it, Or triple it, Or multiply it by 10. And then ask yourself, quite seriously, what you would have to do to achieve that new goal. You will end up with ideas that can turn the impossible to possible.
If your goal doesn’t challenge you , it doesn’t change you
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