“INSTANT” PROFESSIONALISM
All too many new salesmen assume they are now “a professional,” just because their new business card says so.
These individuals jump into sales profession believing the pitch of fast, easy money. But, the lure of the easy money will be found lacking if you’re just working in sales because you couldn’t find anything else.
As a career, sales demands the dedication and commitment to excellence required of any top professional, and at the same time will instantly expose any weaknesses you may have in your skills or flaws in your character . . . certainly not for the faint of heart.
Also, you’ll find as you become engaged actively in the field and begin to work to improve your proficiency, that you begin to see how your expertise could be improved even further. The more you improve, the more you see how things could be made even better.
The profession requires continual attention and refinement of your techniques and abilities. You can’t just put it on automatic and expect to succeed. You must be constantly alert to identifying and eliminating negative habits or attitudes that will ultimately cause your downfall.
The professional is involved and not just a spectator. He may be active, quiet, introverted or extroverted but always willing to communicate. This can include individuals who might be seen as overbearing at times, but better to be so than to be so meek as to never make an impression and just hang around the sidelines unnoticed.
The salesman must be overt and extroverted in his actions and communication; to do otherwise is to reduce the position to that of an order-taker, where the best they can do is to ask, “Would you like fries with that sir?” Not exactly the level of professionalism we’re looking for.
Yes, of course, you have to listen as much or more than you talk. The Pareto Principle states that 80% of the effects come from 20% of the causes, or in other words, 80% of your sales come from 20% of your clients.
It could be argued that you are often more effective if you listen 80% of the time, and talk 20% of the time. But sometimes customers don’t like to talk; they want you to do the talking. Well, OK, sometimes you have to just go ahead and lay it out for them and show your stuff.
But just remember that the professional inevitably finds out about the customer at some point by getting them to talk about themselves and what is causing them discomfort or pain. Unless you stop talking long enough to find out about them, their hot buttons, problems and concerns, you will have used all your ammunition and be left standing there empty-handed. They’ll know all about you . . . but you know nothing about them. Who’s in the driver’s seat then?
The pro knows when to talk and when to shut up. Acquiring that skill is essential to make it to the big leagues. Without it you will remain in the minors.
There is no course or class in “instant sales professionalism” that you can enroll in, just as there is no such thing as an “instant” professional in any field. It requires persistence, dedication, intelligence, skill and a bit of that “magic dust” that can’t really be taught, but can only be earned and learned over time with proper experience. Looking for the instantaneous, quick fix to anything often ends up creating more problems that it attempted to solve.
If you find yourself embarked upon this journey, approach it as a professional and you’ll begin to bring it up to the level necessary for success.
I think you’ll find it is worth the trip in terms of self-esteem, certainty, confidence, personal competence . . . and of course, money.
DREAMS INTO ACTION
A professional in any field, especially in sales, is one who can see how something should be; actively moves things toward that end, while creating a vision for the future that customers find inviting, interesting and compelling enough to pursue.
You are dealing in the realm of bringing about desirable changes in individuals and groups. In this manner, you find ways to help others put their ideas and dreams into action.
You are helping the prospect change an undesirable past with a new approach or product; helping them to see possibilities for future success with a new service, technology or business model that you are presenting to them.
No matter what you are selling, never forget that you are in a service business. You win when the customer wins. And you’re running on the inside track, so to speak, as the more service you can provide to the client, the more likely they are is to provide what you need in return.
THE ROMANCE
Salesmanship can indeed be romantic – involving a spirit or feeling of adventure, excitement, the potential for great achievement and a sense of deep personal satisfaction.
In any selling situation, the necessity of personal interaction is always adventuresome, will keep you on your toes and test your abilities constantly.
Finding a way to help people is always challenging and as intensely exciting as any other romantic activity.
The adventure of new places and people and co-action with others in accomplishing mutual goals can be a powerful motivator.
The potential for heroic achievement for yourself, your group and the customer is often so thoroughly engaging, intensely interesting, profoundly fascinating and completely absorbing that it is nearly addictive.
The feeling of enthusiasm and excitement that comes from active involvement and success in this field can rarely be equaled.
Demonstrating your competence in overcoming seemingly insurmountable obstacles for yourself and others can provide a pride in oneself that can last a lifetime.
For the individual who is ready for this kind of life . . . the romance of salesmanship awaits!
daniel w. jacobs
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