don’t, you can be sure they won’t.
2. How does your own behavior impact your sales- people’s behavior? If your actions don’t serve as a positive role model to your entire sales organiza- tion, you are not ready to lead.
3. Do you coach salespeople on how to speak the prospect’s language? The language of sales is words. The language of business is numbers. The language of relationships is empathy. Are your salespeople fluent in all three languages?
MOTIVATION TIP Can-Do Attitude
Focus on what it takes to succeed, not on why success is so difficult.
Focus, not on the obstacle, but on action needed to
overcome the obstacle. Focus on positive words, such as “benefit,” “beauty,” and “profit,” not on negative words, such as “mistake,” “wrong,” etc. Focus on the reward that will be yours when you succeed.
– RAY DREYFACK
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A leader takes people where they want to go. A great leader takes people where they don’t necessarily want to go but ought to be. ROSALYNN CARTER
MOTIVATION TIP Triple Threat: 3 Things Achievers Do
Of all the things extraordinary achievers commonly do, seeking, investing, and implementing are among the most important. Boost your sales and success by making sure you fit into all three of these categories: SEEKERS
Superachievers are seekers who share a desire to succeed and are curious about all the different ways in which they can grow, learn, and increase their effectiveness. Instead of waiting for their ship to come in, they actively seek opportunities and solutions to problems. Take a proactive approach to your success: among the people you meet or the books and magazines you read, search for ways to enhance your performance. Use all the self- improvement resources available to you to give yourself every chance to win.
INVESTORS Investors take responsibility for their own success, and they invest in themselves to help ensure it. Your intelli- gence, skills, and motivation are valuable assets, so set aside time to improve them. Establish a program that en- sures you learn something new, polish a skill, and inspire yourself every day. The time you take to better yourself today can ensure better performance tomorrow.
IMPLEMENTERS Good ideas are priceless, but only when you implement them. Keep track of the ideas you generate, and when you record them, make notes on what you need or must do to implement them. Give yourself deadlines, and ask for assistance from friends, family, and co-workers to help implement an idea whose time has come. When you read or hear information that may affect your sales, act on it.
– ANNE BACHRACH
SELLING POWER MAY 2015 | 17 © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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