This is my favourite Habit for sales people as it is the one habit that can make the most impact when used systematically.
When you begin with the End In Mind, you start by thinking about where you want to end up, BEFORE you start something.
This applies to achieving sales targets, building a sales management career, winning individual sales pursuits on a sole-source basis or against competitors, and even to EVERY individual encounter with a prospective customer or client.
I coach clients to have an appropriate End In Mind for every interaction, every sales call – and the positive impact on relationships and sales results are priceless.
What this means in practice is to know where you are going, understand where you are now, and to take the right steps, in the right direction.
A common paradigm is “I just go wherever the business takes me.”, rather than the highly effective paradigm “I define my own ‘end game’ and how to get there.”
The acclaimed author and thought-leader Stephen Covey, noted that it’s easy to get caught up in an activity trap in the busyness of life, to work harder and harder at climbing the ladder of success, only to discover that it’s leaning against the wrong wall.
Taking time to think through the outcomes you want to achieve in sales, as a career, or with a prospect or client, is a worthwhile exercise. This habit is based on the principles of commitment, vision, and purpose.
Every successful sales interaction with a prospect is created twice, first in the planning phase, and then for real in the meeting or call. So always begin with the End In Mind.