How To Leverage Diligence To Build Successful Sales Habits

Diligence is characterized by “stick-to-itiveness.” It’s about doing the small but important things again, and again, and again – until success is achieved.

I recently read a very powerful book by one of my favorite authors, Darren Hardy, titled The Compound Effect.

Hardy proposes that the “little things” we do every day have an incredible and incremental growth outcome – a compound effect – over time.

This is the power of healthy habits; they are small in the moment but the end results are awe-inspiring.

Unfortunately, this principle can be applied to both good and to bad behaviors.

You see, consciously or non-consciously, we develop both good and bad habits in our lives. And we cultivate them a little bit at a time.

When it comes to success – in life and, especially, in sales – I cannot overemphasize the importance of diligence.

You must stick with something by doing it again, and doing it again, and doing it again.

It applies to your greeting, to your closing approach, to your outreach, to your follow up, and to every other aspect of sales.

If you want to build your diligence “muscle,” if you want to get stronger and stronger in this crucial key to sales success, then you must be diligent about becoming diligent.

I once suggested to my coach, Dan Sullivan, that I felt I needed more discipline in my career.

He stopped me and said, “No, no, no… You have all the discipline you will ever need. You don’t need more discipline. What you need are BETTER HABITS.”

And he was right!

Developing good (“better”) habits is the result of doing “good” things over and over and over again.

You are most likely to be successful in your profession when you consistently perform with good strong habits.

That’s what diligence is all about.