What the heck is pull power right? The term coined in Todd Duncan’s book HIGH TRUST SELLING, it is your inner accountability, your constant reminder, from the HEART, of the deeper reason you are selling. So here are the steps into finding your pull power:
- Find your WHY. Why did you get into sales? You’d better make sure that your answer is not all about money and material things. Why? Because these things can only motivate you in the beginning when all the enthusiasm is high, but what happens when the time between sales starts to grow, the motivation for material things will hardly keep you afloat. Make sure your WHY comes from the inside, your core reason why you want to become successful. Example, for your family, for your kids etc.
- KNOW the difference between HAPPINESS and JOY. Happiness is an emotional response to an outcome. If I win, then I’m happy. If I close a sale this week, then I’m happy. Happiness is result reliant, a cause and effect that we cannot sustain. If happiness is what you’re after, then you’re going to be let down frequently, and you’re going to find yourself unhappy more often. Joy, however is not a choice, it’s a constant. Joy is what we have from doing what we are fashioned to do, and when you are enjoying in the DO-ing of being in sales, then you will find yourself happier.
- Define SUCCESS for yourself. Why do you want to be successful? Be CLEAR on your answer. Example, having more Joy at work, making a difference in your client’s lives, making a lasting impression and building lasting relationships, or being a high trust sales person. However you define it, make sure you prioritize who you are, who you want to be and don’t spend time with anything that jeopardizes your character.
- Your pull power. Once you identify your WHY, your JOY, and your definition of SUCCESS, and begin to align those things with your activities and goals, you create what’s called PULL POWER. Your pull power is your inner accountability, your constant reminder, from the HEART, of the deeper reason you are selling.
What is your PULL POWER?