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It takes insight into who you are, what you want and knowing that you have the desire, commitment and outlook to succeed.
We've all heard the 80/20 rule. You know… 80 percent of the sales are made by 20 percent of the salespeople in any organization. So, you really have to look inside yourself to see if you have the makeup to be part of that 20 percent.
Otherwise, why waste your time?
Sales is a game and you have to decide whether or not you want to play the game. And like all games, most importantly, do you have what he takes to win? <>Let's start with the premise that at least you have what it takes to find out if you have what it takes. We’ll make that assumption because you're reading this.
WHO AM I?
It is vitally important to understand ourselves so can be comfortable in our careers. Once you understand who you are, not only in the part we play (i.e. salesperson, mother, father, softball player, book club member) but also in our intrinsic self, we begin to build self-esteem. We can deal with the ups and downs of life in a more objective way.
Setting Goals.
With an understanding of the relationship between your “self”, your “part” it should be easier to begin to understand and categorize your goals.
While all of us set goals of one type or another it has been shown that those who put their goals in writing are more likely to achieve them.
Part of the reason is that these people are more apt to refer back to their written goals. They are a documented record of where they want to go.
You may have heard the old question, “How do you eat an elephant”?
And its famous answer, “One bite at a time”!
Well the same goes for goals. You can’t get to the moon if you haven’t built a spaceship.
It’s best to start with realistic goals and as you achieve those go on to the next. You’ll see how things expand and multiply!
RELATING TO YOUR PROSPECT
Ok, Now that you’re starting to get a handle on who you are in your “self” and your “part”. What does it mean to your business.
There’s a saying that “People buy from people they like”.
And, for the most part that’s absolutely true. That doesn’t mean that if you need a bandage for a bleeding wound you wouldn’t buy it from a jerk. But…
If you were shopping for bandages just to have them in the house and the salesperson was indeed a jerk…then you would probably tell him or her to go pound sand and buy it from someone else. To paint an even more pointed scenario, if you had that bleeding wound and two sales persons were there to wait on you, one being the jerk and the other being a caring, compassionate individual, who would you give the sale to? So in the real world it’s how you interact with your prospect that helps give you the edge.
People buy emotionally. Needs, wants, distresses, frustrations, etc. push people into action. It’s those emotions that fuel the buying engine.
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