Every successful sales person is goal- oriented, beginning with the goal of being successful. Goals first of all are motivators, the spur to keep us moving forward, as well as the reward for achievement. Goals must be concrete and achievable, even if at first they seem a bit beyond your reach. Goals don't necessarily have to be grand and may be quite finite as stepping stones to a grander objective.

Goals are a marvelous tool for organizing your time effectively. Develop the nightly practice of setting goals for what you plan to accomplish the next day. Prioritize these goals and go after your tasks in that order. You can use the same technique for longer time periods as well.

The great things about setting goals and the plans to accomplishthe facts of life that you must be prepared to face in today's selling world.

First, sales take longer simply because of the increasing variety of forces affecting the selling process.

For example, because the dollar-value of sales tend to be greater than ever before, customers have a greater perception of risk than before.

In addition, customers tend to be more knowledgeable about the availability of products and the market. They know that they have options.

However, they tend to view products as commodities with little product differentiation. From their perspectives, one product may be as good as another.

As a result, they are more wary, cautious and indecisive.

Also, you can expect price to come up early as a critical issue which, if addressed too soon can kill the sale.

Another point, you must