Selling maturity develops gradually in a step by step manner. But, it does go through several recognizable styles from amateur to professional. You can side-check your own progress and see where you need to improve to reach the top.
HERE ARE THE FIVE STYLES:
1. AMATEUR: rote memorization; robotic; pushy; forced; inflexible; limited success.
2. RESTRAINED: scripted, controlled; limited skills; begins to see success is possible.
3. FLEXIBLE: relaxed yet disciplined and controlled; not fixed to a script; adaptive; more consistent sales results, successful.
4. EXPERT: positive certainty built on demonstrated success; knows the product and the people; confident of having the ability, judgment and resources to succeed; consistently successful.
5. PROFESSIONAL: mature, natural skills and abilities; effortless; creative; spontaneous; buyers like and trust him; sincere; makes his own luck; things tend to go his way; handles difficult situations in ways that mystify others; consistently very successful.
As you move up the scale, you expose the weakest link in your abilities. Things tend to blow up at that point. Swiftly investigate cope and handle that point until it is no longer a weak link. Inevitably you will expand again as you become better organized, so be prepared for the next weakest point and investigate, cope and handle that point. Continue this sequence until you reach the highest levels. Then keep your eyes open for ways strengthen your position, hold your ground and prepare for the next level of expansion!
Remember, the pain of contraction is always worse than the pain of expansion.
daniel w. jacobs
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