A
colleague and I were in conversation recently when he shared a very profound
statement, "You can be finished before you start."
We were talking about the power of one's mind, more specifically about ones
sales mindset. Eugene
was relaying an exchange he had many years ago when he was a pharmaceutical
sales rep. He was comparing notes with another rep that was having difficulty
getting in to see physicians to promote their company's product. He wanted to
know why Eugene
was having so much success, and he was not.
Turns out, this other sales rep found it extremely difficult to turn the
doorknob to enter the doctor's office. He had such high self-doubt, Eugene explained, that he
had lost the sale before he even initiated the call. This is when Eugene summed things up
by commenting, "You are finished before you start!"
Everyone wants to earn more, but few are willing to
change behavior to do so. In fact, most aren't. In my work of over 19 years
with the high sales achiever, I find that most of them operate with a different
set of rules about selling and the pursuit of new business. These new rules
help govern their behavior and actions in the sales cycle. I have over 25 rules
that I've documented, but here are the top five for you to consider:
Success in sales depends directly on your
ability to make yourself likeable, and create a positive experience for your
customers. The following 9 Tips are some of the best - and easiest - ways I
know to help you create a more positive customer experience:
Have you ever closely
examined why some people are wildly successful at selling, meeting and
exceeding every goal placed in front of them, while others lack either the self
motivation or certain key skill sets to get them to their next level of growth
and performance? After all, they all have the same product, the same tools, and
the same compensation structure. They've all been through the same sales
management-training program. In my experience of 25 years selling, building
sales organizations and leading and managing thousands of salespeople, the
answer has to do with the fact that virtually all sales' organizations are
comprised of four different kinds of salespeople:
Is your business bombarded by sales and other marketing
professionals telling you that the products or services they are offering are in
the best interest of effective and cost reducing methods to market your
organization? Finding your way through
the maze of offers, opportunities and avoiding potential money pits highlights
the importance for all businesses regardless of size to have a strategic
marketing plan that is implemented and followed.
Successful businesses know the importance of
building and maintaining good working relationships, whether it is with
partners, employees, business or trade organizations, the government, media
representatives, vendors, consumers, or the community at large. A business must carefully balance the benefits
of these interpersonal relationships and should never allow these relationships
to blind their judgment especially when it relates to what is in the best
interest of the business's continued success and growth
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