It pays to be proactive in sales. When you take a proactive approach, you can better anticipate what your prospects need and the objections they might present. Proactive salespeople know how to take control of the conversation. They’re assertive but not aggressive, and they stay a step ahead of their clients throughout the sales process.

Ivana Jakovljevic, a productivity author and researcher, says you can choose to be proactive or reactive in everything in life. In other words, you can either anticipate challenges and actively seek solutions (proactive), or you can deal with problems as they arise (reactive).

If you want to become more proactive at work, Jakovljevic says you can start by mastering five Ps. We explain what she means in this issue of PromoPro Daily.

  1. Predict. Being proactive requires thinking about the future and what could potentially happen. This helps you prepare for any kind of obstacle you might come across. According to Jakovljevic, the first step towards learning how to predict future events is to pay attention to patterns or routines that usually happen. Keep in mind, though, that things that worked in the past may not work now. You should leave room for unexpected circumstances.

  2. Prevent. After you think through some possible roadblocks, start thinking about how you could keep them from becoming major problems. Don’t be passive and afraid of confronting challenges, Jakovljevic says. Instead, take control and confront challenges head-on.

  3. Plan. Shift your focus to the future. To achieve a future goal, you need to plan your steps carefully toward reaching that goal, Jakovljevic says. Think about what you can do today to ensure positive results later on.

  4. Participate. It’s not enough to just observe what’s happening – you need to get involved in finding a solution. According to Jakovljevic, it’s always better to be an active participant than a passive observer. She says everyone’s contribution is equally important when making a decision or solving a problem.

  5. Perform. The final proactive step is actually doing the work. Don’t be wishy-washy – act with confidence. You can’t afford to be hesitant, Jakovljevic says, so plan your path and move forward. Keep in mind, this doesn’t mean to act impulsively. You should still reflect on your options and remember that you’re responsible for your choices.

There are all kinds of benefits to being more proactive, including being able to shape your own career. When you step out of the role of being a passive observer to being an active participant, you can make your career and life what you want it to be.

Compiled by Audrey Sellers
Source: Ivana Jakovljevic is a productivity author and researcher at Clockify, a time-tracking software company.