What does sales success look like to you? Are you sitting in an office all day
making cold calls? Driving around from one disinterested client to another
trying to drum up business? Or do you have people calling you to place
orders? Do you have to hire an assistant to handle the extra business? Do you
have more opportunities than you can possibly pursue?
making cold calls? Driving around from one disinterested client to another
trying to drum up business? Or do you have people calling you to place
orders? Do you have to hire an assistant to handle the extra business? Do you
have more opportunities than you can possibly pursue?
Your first step in achieving success is to envision it. Most people can’t get
past this first step, because they don’t even know what they would love to
do. Dream, and then jot down a detailed description of that dream, so you
can close your eyes and see it playing out in your mind.
past this first step, because they don’t even know what they would love to
do. Dream, and then jot down a detailed description of that dream, so you
can close your eyes and see it playing out in your mind.
Prior to May 6, 1954, the date on which Roger Bannister ran a mile in under 4
minutes, people thought that running a 4-minute mile was physically impossible.
As soon as Bannister did it, other runners were miraculously able to run
4-minute miles. Why could they do it now when they couldn’t before?
Because now they could see themselves doing it.
minutes, people thought that running a 4-minute mile was physically impossible.
As soon as Bannister did it, other runners were miraculously able to run
4-minute miles. Why could they do it now when they couldn’t before?
Because now they could see themselves doing it.
Walking the walk
You can talk the talk. You know what you should be doing to achieve the success
you desire. The next step is to walk the walk. For salespeople, walking
the walk consists of doing the following:
you desire. The next step is to walk the walk. For salespeople, walking
the walk consists of doing the following:
Practicing your craft. Practice selling at work, at home, at the airport, in
the taxi, at the grocery store, and wherever else you happen to be in
contact with other people. The key to selling is being able to establish
personal relationships with your clients. Practice by making meaningful
connections with everyone you meet.
the taxi, at the grocery store, and wherever else you happen to be in
contact with other people. The key to selling is being able to establish
personal relationships with your clients. Practice by making meaningful
connections with everyone you meet.
Taking risks to stretch your limits. The people who make the most
money take the biggest risks, and that applies to sales as much as it
applies to anything in the world of business. You have to be willing to
invest money and take some chances. Otherwise, you’re little more than
an hourly employee hired to take orders.
Embracing change as a growth strategy. The Internet, new technologies,
and the global economy have combined forces to accelerate
change to a dizzying pace. The only way to survive and thrive in this
environment is to embrace rather than resist change.
Investing in your own success. As an entrepreneurial salesperson, you
have to act like a business, and that means investing in your own growth
and development, the latest gadgets to boost sales and productivity, and
support personnel, so you have more time to spend on what you do best
and what earns your company the biggest profits. Besides, walking
around with the latest gadgets is cool. Sometimes, I forget to pack one of
my gadgets just so I have an excuse to buy the latest version.
Playing with new technologies. Tech savvy customers are relying more
on the Internet for their information and are using a variety of communications
technologies to keep in touch, including cell phones, e-mail, text
messaging, VoIP (Voice Over Internet Protocol or Internet phones), and
blogs. To stay in touch with the latest generation of shoppers, you’d
better be tech savvy, too.
Hiring an assistant. Hire or be hired is what I say. Hire people to take on
tasks that they can perform better, faster, and cheaper than you can, and
then treat them well. The more work you can outsource to others, the
more time and energy you can spend on dollar-intensive activities. See
the following section, “Recruiting People Power to Fuel Your Success,”
for details.
Achieving a balanced lifestyle. Being a successful human being means
much more than achieving career success. It means remaining healthy,
building rewarding relationships, supporting your community, and perhaps
even raising children. Failing in one area of your life can lead to failures
in other areas.
Giving without expectations. Sales coaches often recommend that you
“give to get.” I’m telling you to “give to give.” If you’re expecting something
in return, you’re not really giving — you’re bartering. Give for the
sheer pleasure of giving.
money take the biggest risks, and that applies to sales as much as it
applies to anything in the world of business. You have to be willing to
invest money and take some chances. Otherwise, you’re little more than
an hourly employee hired to take orders.
Embracing change as a growth strategy. The Internet, new technologies,
and the global economy have combined forces to accelerate
change to a dizzying pace. The only way to survive and thrive in this
environment is to embrace rather than resist change.
Investing in your own success. As an entrepreneurial salesperson, you
have to act like a business, and that means investing in your own growth
and development, the latest gadgets to boost sales and productivity, and
support personnel, so you have more time to spend on what you do best
and what earns your company the biggest profits. Besides, walking
around with the latest gadgets is cool. Sometimes, I forget to pack one of
my gadgets just so I have an excuse to buy the latest version.
Playing with new technologies. Tech savvy customers are relying more
on the Internet for their information and are using a variety of communications
technologies to keep in touch, including cell phones, e-mail, text
messaging, VoIP (Voice Over Internet Protocol or Internet phones), and
blogs. To stay in touch with the latest generation of shoppers, you’d
better be tech savvy, too.
Hiring an assistant. Hire or be hired is what I say. Hire people to take on
tasks that they can perform better, faster, and cheaper than you can, and
then treat them well. The more work you can outsource to others, the
more time and energy you can spend on dollar-intensive activities. See
the following section, “Recruiting People Power to Fuel Your Success,”
for details.
Achieving a balanced lifestyle. Being a successful human being means
much more than achieving career success. It means remaining healthy,
building rewarding relationships, supporting your community, and perhaps
even raising children. Failing in one area of your life can lead to failures
in other areas.
Giving without expectations. Sales coaches often recommend that you
“give to get.” I’m telling you to “give to give.” If you’re expecting something
in return, you’re not really giving — you’re bartering. Give for the
sheer pleasure of giving.
Work on being successful in all areas of your life. Without the strong relationship
I have with my wife and children, I would not have achieved the same
level of success in my career. Success feeds on success, and, unfortunately,
failure feeds on failure. Encourage everyone around you to set goals and
pursue their dreams.
I have with my wife and children, I would not have achieved the same
level of success in my career. Success feeds on success, and, unfortunately,
failure feeds on failure. Encourage everyone around you to set goals and
pursue their dreams.
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