Rhetorical tricks and clever devices, even if they're occasionally effective,
don't make great salespeople; hard-working, self-motivated, optimistic people do.
The cold, hard truth is that there really isn't any big secret to sales success.
There's only the simple truth: motivated, positive, goal-oriented peoples are
usually the ones who sell the most.
16 rock-solid rules
1) They have a great attitude and always do more than
they're supposed to do.
2) They see themselves successful.
3) They don't prejudge; they don't assume; they don't minimize themselves,
their prospects or their clients.
4) They are goal oriented. They have written specific goals and strategic
plans for their lives, careers and business.
5) They are self-motivated.
6) Successful salespeople are in control.
7) They constantly practice and prepare.
8) They see and talk to more people than anyone else and
get more people to say NO to them.
9) They take action!
10) They are persistent.
11) They sell more than just the product or service; because they
understand who the customer is and what they really want.
12) They consistently create and sell value, rather than get stuck
on selling price.
13) They understand that speed and ease are the two biggest benefits you can
deliver to a customer.
14) They act as experts, advisers and resources to their clients,
always ready to provide them with knowledge, expertise, information and education.
15) They are indispensable to their clients.
16) They absolutely, positively love what they do.
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1) Attitude and Commitment : It all starts here.
Have you ever been walking down the street when you spotted,
in the distance, someone who you know is a very depressing person?
What do you do? Probably cross the street or duck into the nearest store.
But on the other hand, have you ever been walking down the street when
you see that very positive and optimistic person coming at you?
What do you do then? I'll bet you make a point of stopping
and talking to that person. Why? Naturally, because they make you
feel good. Nobody wants to talk to someone who makes them feel lousy,
but everyone wants a shot at someone who makes them feel good.
Basic human nature: Everybody wants to associate with a winner.
People want to be part of winning situation and they run like hell
from losers. As a salesperson, your attitude and commitment are critical
to your success simply because attitude and commitment are what
the clients buy. When you speak to a client or prospect your attitude
and commitment are what they hear, see and feel. Most salespeople (and
most people, for that matter) are so mediocre at what they do that
most times, going the extra mile only requires you to go a few extra yards.
WEAKNESS OF ATTITUDE BECOMES WEAKNESS OF CHARACTER.
- Albert Einstein
2) Successful Salespeople See Themselves Successful.
Where do this kind of attitude and commitment come from and
what can we do to develop them in our lives and careers?
As you'll find, attitude and commitment are not something we're born with.
They must be developed through setting goals, planning and creating sense
of focus, purpose and direction for your life and career. You are not born
with a burning desire to be the best. There has to be reason, something
you are committed to and and only you can decide what that is.
The first step of the goal setting and planning process is to "see it".
First and foremost, successful salespeople create visions for themselves.
And because they are also able to create and communicate visions to
their clients and prospects. Isn't that what you're supposed to do?
Are you there just to get in the door, sell whatever the heck you can,
and get out? Or are you there as a resource for that client,
someone who will help them create a vision for their company and
sell them solutions to their needs? However, if you cannot even create a
vision for yourself, how can you possibly expect to create a vision
for someone else? Not once through-out the process a successful salespeople
ever stop seeing themselves successful. So see it; see yourself successful.
Create in your mind a picture of what you want your success to be.
Once you've created that picture of success in your mind, focus -
focus in so clearly on that picture that you can describe it right down
to its most minute details. Once you can focus on and describe clearly what
it is you want, you're ready for the next step. So, do not be afraid to dream,
because nobody stop you from dreaming. And if you don't have good dreams,
there's only one thing left: nightmares! As an art person who studied
photography, imagine and create visions for myself isn't a problem.
I just need to imagine and create it with heart because sales/marketing
isn't what I've learned before. Art persons are sensitive but most of
them have no idea how to deliver or express the feeling(s) or thought(s).
They've would just keep it inside,
but as sales are what I'm doing now, I have to learn and apply whatever
I've been taught and started to imagine I'm successful in what I'm doing
now, because I've did 90k+ before but I've just lost my imagination/dreams
which I had before, and I believe that I still can do it
and how? I have to figure out by myself. Moral of story, never ever ever
ever stop dreaming!
3) Setting Goals : Why you need them and why you need to write them down.
True motivation is an internal force. It has to come from within.
Nobody else can motivate you. Most salespeople are not self-motivated
(as in the case with most people). They have no idea what motivates them.
They have no goals and no plan for their lives, careers or businesses.
Let's face it, if you don't know what you want, what's the motivation
to go out and get it? What makes successful salespeople self-motivated?
Simple - they have a clearly defines focus, direction and sense of purpose
for their lives, careers and businesses. They know exactly what it is they
want to achieve and when they will achieve it by, and they have clearly defined
the specific steps they will take to achieve these goals.
This focus, direction and sense of purpose keep successful salespeople
on track and motivated. They know every morning when they wake exactly where
they're going and how they're going to get there. Because they are so focused,
its hard for other people to come along and get them off track. It's easy to knock
the average salesperson off track. They'll go any direction they're asked to,
since they don't have one of their own. It all starts with a sense of purpose
or a goal and that goal must be written down.
3 specific reason why you need to write them down.
i) So you don't forget. Now I know this sounds pretty stupid,
but did you ever wake up in the middle of the night with
a good idea - the kind of idea that's so good, it wakes you out
of a sound sleep at 3a.m, the kind of idea that you know is going
to make you millions of dollars? What did you do?
Most people say, "I went back to sleep".
If you did, what happened to the great idea when you woke
up the next morning? Gone! One of the three most important reasons
you need to write down your goals is so you don't forget.
ii) The writing down of a goal is the first commitment to actually
going out and accomplishing it. I really believe we all have goals,
we all have dreams. But you know the big stuff you want? You know
as well as I do that those are the kind of goals that could take you
2,3,4,5, 10 years of time, energy and effort to achieve.
If you're not willing to take 5 or 10 minutes to write it down,
what makes you think you'll be willing to invest 5 or 10 years of time,
energy and effort towards achieving it? It's a lot easier to write it
down than to go out and get it. If you're not willing to do the easy,
what makes you think you'll ever be willing to do the hard?
iii) The writing down of a goal makes you accountable to
the only person you can't fool: YOU. Admit it, you can fool anyone
you want. You can fool your spouse, parents, kids, boss, co-workers,
friends and every living relatives, but there's one person who always
knows the God's-honest truth: YOU. How are you going to feel when
you have to admit to yourself that you weren't willing to do everything
it takes to achieve what you said you wanted? As a matter of fact,
I have actually met people who didn't want to write down their goals
because then they wouldn't have to take accountability. Pretty screwed huh?
All I know is no matter how much you try to run and hide, you still have to look
in the mirror everyday
TO BE CONT.............!
