Sunday, April 11, 2010

The Number One Asset of a Very Good Sales Person

"People who ask confidently get more than those who are hesitant and uncertain. When you've figured out what you want to ask for, do it with certainty, boldness and confidence."

-- Jack Canfield

"People don't buy for logical reasons. They buy for emotional reasons."

-- Zig Ziglar

Having spent over 38 years in the sales game, most of it as a sales manager, I can say without the slightest hesitancy that the number one asset of a very good sales person is summed up in one single word: confidence.

Strangely enough, it is not an inborn skill, but a learned one, and the strange part is that so few really learn it, and it is something that every single sales person needs.

The other thing I learned about this from all these years is that the method to achieve confidence can be summed up in one word: boldness. If one has a degree of boldness, one will try things that others shy away from. Boldness, then will create the trial and error, and the results of the trial and error will create the confidence.

It doesn't require any more intelligence than good common sense would dictate, what being good at sales requires is desire, a willingness to put yourself out there, learn from trying and doing and failing and succeeding, and improving to the point of being confident in ones ability to succeed.

That's as simple as it gets.

All the rest is sharpening the saw and lubricating the parts.

Confidence Is The Result Of A Trial And Success Game.

Put yourself out there today. Get some trial and success play going. It'll do you good!

Tuesday, April 6, 2010

The 'C' Word Is More Than Four Letters

Regardless of whether you’re in business for yourself, working for someone, or even in your personal life, I would like to make one recommendation: Forget about what other people are doing and concentrate on you and what you do.

In business, I’m sick of the ‘C’ word, competition. I think that any company that is focused on their competition is focusing on failure. Being concerned about the competition and what they do or do not do will not serve a growth-oriented business, but, instead, it must take them off course by the very nature of that focus on the so called competition.

Who cares what ‘their’ prices are, their features are, their incentives are, or their policies are. What really matters is what yours are. What really matters is you focusing on your clients and serving their needs and desires exclusively. What matters is, as Anthony Robbins teaches, CANi—Constant and Never-Ending Improvement. What matters is innovation. What matters is growth—not only the company, but everyone that touches the company. What matters is your own success, not the guy down the street.

I’ve worked for or been around car dealers most of my life and a typical Chevy dealer will say his number one competition is the Chevy dealers in his area. The typical Ford dealer will say her number one competition is the Ford dealers in their area. You might have thought that the Ford store would be concerned about the Chevy store, but that is not the case. They worry about their sales being undercut by other people selling the same product.

As a sales manager for over 35 years, I hear whining from sales people about another sales person getting their customer. I would always respond that if they didn’t ask for you, they weren’t your customer, even if they bought from you in the past. That same philosophy applies to the entire dealership. If they aren’t buying from you, they aren’t your customer. There is nothing to lose, because you don’t have it to lose. You allowed someone else to have it based on how you serve, or perhaps, don’t serve your customers. This applies to everyone in a store from the lowest rank to the owner, to the manufacturer.

Whatever your position, ask yourself, what are you doing to wow your customers and potential customers? What are you doing to improve services? What are you doing to make it easier for customers to buy from you? What are you doing to innovate? What are you doing to improve your operation? What are you doing to be of more service? What are you doing that might matter to a customer? And, conversely, take a quick look at what you’re not doing and what you might stop doing that could lead to greater success.

People who are leading are not concerned about what everyone else is doing. Companies that are leading are not concerned about what every other company is doing. Sales people who are leading are not concerned about any other sales people, or their customer base. Leaders are leading. Others may follow or not. That isn’t the concern. Leaders are leading and that makes ALL the difference.