If you know that everything hinges on choice, then I imagine you want to make more decisions that drive higher sales, a larger bank account, and accelerates your personal growth, right?

What would you say if I told you that I had a weapon in my arsenal that by itself, could drastically change my activities and sales results, but, because I didn’t know how it worked, I ignored, misused, and forgot about it (and sold less and made less money than I should)?

You’d probably call me lots of things.

But, before you give that verbal beating:  I’ll bet you your next commission check that you are not fully utilizing what I am talking about despite the fact that it is one of THE most powerful forces available to all sales people.

Yes…I said ALL sales people – you included.  NO ONE is exempt.

Here are some clues:

1. During the course of 1 selling day, you’ll do it over 5,000 times.

2. Your sales results are ALWAYS equal to how well you do this.

3. You were never taught this skill in school or in any sales training.

4. By itself, this tool can drastically change your results

5. ALL top sales producers do this RIGHT.

6. You have an infinite supply of it, so you take it for granted.

7.  You’ll tell yourself you already know how to do it.

Guesses?  The popular answers I hear when I am speaking to sales teams are attitude, words, or thoughts, which are good answers, but not the right answer.

You ready?  The forgotten ‘X’ factor is…. your ability to choose every action you take.

FACT:  top achieving sales people make the RIGHT choices more often than mediocre players.

FACT:  every action is a choice and every time you don’t action, it’s a choice.

BOTTOM LINE:  Your life is a sum of the choices you make and how you choose to respond to what happens to you.

I know what you’re thinking – “Yeah. That’s great Mark. But I know that.”

Good. Then do you know how you are making the choices you are making?

Do you know why you are making the choices you do?

If you said, “absolutely yes” to both of those questions then you are excused.

If not, read on my friend because this is HOW EVERY one of your results are created.

But, here’s the favorite question I challenge sales teams I train with:  If you know that everything hinges on choice, then I imagine you want to make more decisions that drive higher sales, a larger bank account, and accelerates your personal growth, right? Good. Read on.

Let’s look at some of the choices that I’ve seen create the difference between an ‘A’ player and  a ‘B’ player, and then I am going to reveal to you the 3 most effective ways you can begin to harness this amazingly powerful tool you already have (that you’ve forgotten about).

Choices all salespeople make:

1. What time to start their day.

2. How much time they INVEST in getting better at their craft (like reading this article!)

3. How they communicate (words spoken, how effective they listen, body language etc.)

4. How they spend every selling minute available (Admin vs selling time)

5. How they set their priorities (many sales people, unknowingly, fall victim of self-made priorities based on fear)

6. How they organize themselves

7. How long of a lunch break to take

8. How long to talk to people in the office about the weather

Get it? The list could go on forever…..because everything comes down to choice


We either make a choice in a proactive position to do something, and NOT do something else, or we choose in how we react to an event that happens to us.  Period.

BONUS: One of the biggest areas I see sales people I coach get tripped up on is how they view  ‘activity vs. accomplishment’ in a day.

You either are active (busy work that doesn’t increase sales) or you accomplish (getting results that drive sales), and that is really determined by the priorities you set AND execute on.

Many sales people feel handcuffed by priorities, but the truth is, priorities are set by you.

You create your priorities based on what you LIKE to do and what you personally value.

We just tell ourselves, “I had to…..” or, “I couldn’t because…..” You didn’t HAVE to do anything.  You chose to take the action you took.

Bottom line?

Every activity, behavior, minute spent, word spoken, word written, and everything else is a choice, and the people at the top, make the BEST choices in how they react and execute.

The Most Powerful Gift

Here’s what really gets my juices going and why the majority of what I show sales people has NOTHING to do with special techniques or strategies: because that’s NOT the most important part of a sales pro’s arsenal.

THE most powerful gift you could ever give yourself is the skill of learning how to build and use the drivers that dictate if you win or lose the internal game.

The main ingredient in winning in sales, is first, winning the internal battle.

About the author

Mark Heerema

“Mark is nationally recognized for his work in debunking unchallenged, long held sales myths…

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