Wh What do Lee Iacocc
nfl jerseys;nfl jerseys;nfl jerseys;nfl jerseys;nfl jerseys;nfl jerseys;nfl jerseys;a, Ronald Reagan, Bill Clinton, Bill Gates, and Michael Dell have in common? According to a survey of sales professionals, these are the greatest salespeople of our time. Their selection reinforces the idea that each of us must sell to survive. Whether you're selling a promise to the government, faith to your constituency, a computer to quality-conscious consumers, or the need for better teamwork to your co-workers, you're employing sales behaviors. In the words of author James Humes, "Leadership is selling. And selling is talking to people."
The Need for Change
The best salespeople operate according to challenge, not to comfort. After all, if you always do what you're already doing, you'll always have what you've already got. So, explore, experiment, examine your current practices, and revise as necessary. There's not future in living in the past.
The world of sales has been transformed. And, if you're not improving yourself, your "shelf life" is only about three years. If you've always done something a particular way in the past, it's probably the wrong way for the present and the worst way for the future. You may not have to re-invent yourself, but you probably will have to re-fashion some of your basic approaches.
There are those who regard selling as combat and confrontation. I encourage you to adopt a less ad
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Customers today are savvy. They've been exposed to enough knowledge to recognize artifice when they see it. They are sophisticated enough to see through ploys that have worked in the past. That's why you need to re-create new tactics, to make yourself "born-again," in the sales sense of the phrase.
The Salesperson as a Prism
The one-dimension sales figure who could get by in the past "riding on a smile and a shoeshine" is an anachronism in today's high-demand world. Today's successful seller needs technology skills, leadership skills, communication skills, and time-management skills. He or she is a diplomat, a comedian, a politician, a showman or show-woman. In short, to "make it" in this competitive world, you'll have to:
• Break it—in terms of an outmoded style
• Shake it—in terms of your perspective
• Fake it—in terms of addressing the abrasive prospect with respect
• Forsake it—in terms of manipulative strategies
• Overtake it—in terms of rapidly advancing technology
• Undertake it—in terms of new plans
• Take it—in terms of the opportunities available
• Wake it—in terms of the sleeping giant of potential lying dormant within you
• Slake it—in terms of your thirst for success.
In your birthing proces
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Keep what's best about your old persona but commit to developing some new approaches, and some new attitudes about the selling process. Change truly is the only constant. And those who fail to embrace it are doomed to fewer sales.
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