ALL THINGS BEING EQUAL . . .
All things being equal, people would rather buy from their friends. All things not being equal, people would still rather buy from their friends.
Be their friend. Help them. Admire them. If you sincerely love what you do, it will show. It is infectious. You make people your friends, by being one yourself. You’ll generate enthusiasm and excitement in others by feeling it in yourself. It’s contagious.
Your passion and conviction for your profession is what allows your words to be received in the manner intended. Your attitude often communicates much more effectively than your words alone. Sometimes this alone can create the sought-after connection.
The customer wants to be shown something new and exciting that will help him become more successful. If you’re bored with your presentation, don’t be surprised when he starts yawning and makes a quick exit.
Your job is to present your product or service in a manner that creates an impact on the customer. If you’re not passionate about what you’re selling, you can’t expect him to be either.
In the hands of a thoroughly professional salesman, you become comfortably and willingly seduced by their competence and confidence, because you know they are looking out for your best interest and not just their own.
They know their products or services, and align them to your situation, not the reverse. The man who knows, is the man who, in the world of dollars and sense, goes up in his own estimation, in the mind of his employer and most importantly, the customer.
He is a valuable asset to the client as well as his employer. He operates from a level of knowingness of all aspects of his business far above that of the amateur. He is a professional. He brings in the business, and his pay increases correspondingly.
Playing the game of salesmanship requires active contribution from you while engaged in the pursuit. It’s hot, it’s fast, and it’s sometimes brutally harsh! It has a terrific range of emotional reactions.
It can pull the rug out from under you when you least expect it or unexpectedly rocket you to heights previously unimagined at a moment’s notice.
Hang on . . . for when you are in the business of handling live communication it is sometimes more powerful than a 50,000 volt power line and you had better know how to use it correctly.
BUT IS IT WORTH IT?
Well, if at the end of the day, quite in addition to money, the pay is also defined as communication with others; enthusiasm over mutual goals; moving forward; the feeling one is going someplace and doing something and creating something worthwhile . . . then the answer is a resounding YES!
And, it is interesting to observe that those who seem to enjoy what they do, and know how to do it, have a far easier time of making a comfortable living at it, don’t they?
However, if your only purpose is to make money . . . well, then you might want to look into this job opening down at the local mint, where they print the stuff daily.
In this way, life also becomes worth living. Or, at the very least, better than the alternative. Also, your work magically becomes play.
Additionally, if you enjoy what you’re doing while practicing your profession, the joy you experience will create the requisite attitude and outlook for success. You’ll soon find yourself very well compensated for your efforts, which in turn re-energizes your efforts.
When you do this, you make your customers feel lucky that you’re around.
You’ll feel happier. And they’ll be happier.
They’ll be satisfied. And you’ll become more successful.
Also, they’ll enthusiastically tell others about your service or product.
You’ll be creating an ever-expanding base of loyal customers that will also consider you their friend, and will willingly pay you for your product or service.
And, I think you’ll agree that the “romance of salesmanship” is a purpose worth pursuing.
Those professionals who are practicing the art of salesmanship deserve our respect for their dedication, persistence and love of their work in this activity.
I, for one, am happy to have them around.
daniel w. jacobs
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