Saw an interesting article on Forbes.com titled “The Three Most Important Questions for Profitable Growth.” The first question really challenges one to have a clear and focused strategy for achieving the desired result.

Do we still have a compelling mission, vision, and differentiated strategy that the entire company fully understands and accepts?

Keep in mind a good mission statement needs to include not only what you want to get out of the deal, but what you are willing to give as well. For example:

“My mission is to enhance people’s lives by helping them find the right home and home-site at the right price and terms and in the process consistently earn a six figure income.”

That is a mission statement.

A vision statement is: “My vision is to be the industry’s top producing sales professional through continual learning and refining of my sales professional skills.”

See how this vision statement fits hand and glove into the mission statement? How else will you be able to earn a six figure income unless you are continually learning and refining your skills?

Now to the differentiated strategy part. What are you going to do to stand out from all the rest? What makes you any better than the competing sales pro at the adjacent project? Ask yourself these questions:

  • When and what was the last book I read on any aspect of the sales process that would help me improve? (If it was more than 2 weeks ago, do you REALLY want to improve?)
  • What was the last seminar or training course I attended, and did I actually put any of the suggestions into practice?
  • Do I practice overcoming the various objections I hear?
  • Do I continue soft multiple closing after hearing an objection?
  • Have I worked hard at learning all the ins and outs of the mortgage process so I can assist my buyers?
  • Am I continually looking for new prospects as I move throughout my day?
  • Have I shopped my competition on a regular basis in order to keep abreast of changes and to have accurate knowledge in order to answer objections a prospect may have?
  • Do I try to work out selling ideas of my own?
  • Do I take time to analyze my success and failure after each and every presentation?
  • Am I continually improving my presentation by learning everything I possibly can about the construction, the style & design, the interior and exterior finishes, etc.?
  • Can I point to the differences between my product and my competitor’s product and prove why I have the better deal?

And the list can go on and on. The ultimate question is: Do you have a clear and focused strategy for achieving your desired result?