Persevere (a doer who acts) with Accountability
This may be the most difficult discipline for sales people to accomplish on their own.

Many people suffer from what I call "The Excuse Pattern Syndrome".

Definition: Often using excuses for not taking actions that are uncomfortable, new or just don't like doing.

When we avoid doing things that are uncomfortable or that we just don't like to do...we usually use the same excuses to convince ourselves (and others) that "it wasn't my fault I didn't get around to ______".  We can often times "justify" why we didn't do something...putting the blame somewhere else.

• I have run some errands
• I have to talk with all the people at my office
• I have to re-wrtie my To-do List
• I have to do more research before I could...

What did you HAVE TO DO to avoid what you SHOULD DO?

As a coach I've heard all kinds of excuses.  The word excuses is used when the reason for not "getting to it" is just that...an excuse...a justification.

Do you find you get a little defensive about certain tasks you keep putting off?  Are you beating yourself up for being such a "wimp"? (I'm not calling you a wimp...but that's what your self-talk is telling you huh?)

It's not my fault that...

• I didn't contact people I know to let them know I was in real estate...
• I didn't put together a thorough marketing plan
• I didn't do it

When we allow these excuse patterns to exist we're the loser, no one else.

There are legitimate reasons to not get a particular task done...you know what they are.  Just like you know when the excuse you are using is just that...an excuse.

Solution...
Get yourself an accountability partner...someone who won't pacify you and let you off the hook too easily...someone who will encourage and lead you through those challenges one step at a time. Persevere!

Happy Sales,

Jeff - One step at a time...Perseverance Coaching that's affordable
www.ImpactYourSalesNow.com/coaching.html