Happy Friday, everyone!
In his article 10 Beliefs of Top Salespeople, sales writer Geoffrey James says, "A while back, I had a conversation about 'having the right attitude' with Tom Black, author of The Boxcar Millionaire. He gave me a list of personal beliefs that he's observed in top salespeople. Here's that list, slightly edited:
After reading this list, I thought a poll question along these lines would make for a good discussion:
What core belief(s) do you hold, that influence the way you do your job?
Looking forward to reading your replies!
My goal is to be an indispensable resource for my customers.
I struggle with # 8. I consider that to be my core weakness. Which is why I cling to # 3. But, I would take it one step further:
3. I constantly improve my knowledge and skills AND implement them on a daily basis.
EDUCATION WITHOUT ACTION IS JUST ENTERTAINMENT
Make sure you are HONEST with people. If you are honest... people are forgiving. If you mess up... fess up! I had an incident where I ran the wrong ad... the client called and asked if I had changed his ad... I said "let me check" Then I found that I had NOT changed it. So I changed the ad... turned in an order to re-run the ones that ran wrong... then called to fess up and tell him my goof AND how I fixed it. He told me that the WRONG ad brought in the biggest client he had ever had! He thanked me for my goof and told me that every other salesperson he called said instantly "NO... I didn't make a mistake... your ads are right here".... but I checked into it and found the REAL answer.
BE HONEST and do the RIGHT thing!
I'm a big believer that if I don't know the answer to something a prospect/customer asks, I say "I Don't Know!" Of course I follow that up with "let me find out for you." There's nothing worse than someone making up an answer and giving false or incorrect information and then having to fix that problem later. There is nothing wrong with admitting that you may not have ALL the answers ALL the time...but be sure you quickly find the person who does have the answer to the customer's question or problem and then (and only then!) answer them. That's one of my core beliefs. Happy selling everyone!
As a Sales Person and a Trainer of Sales Persons, I believe we should always Sell to the Needs of our Clients and Not according to Our Needs. Then we will make the best proposal possible to get the maximum results for our Clients. I try to go into a business to help them grow their business and with that in mind, I cannot accomplish that without listening to what their needs are. This includes selling to their budget needs and not my commission needs. If we always put our Clients Needs First, the Station's Goals and My Needs will be met.
This is a great checklist, I would suggest that we read this every morning before we head off to work
I would only add, live every day with character and integrity
Hello everyone. Here are mine.
If you are looking for a way to spend 10 minutes and watch a video, this video was shot at the end of some other footage I was having produced for my website. I was asked to share how Sales Manager Now came to be. I am sharing it with you as it explains a transforming time in my life and how that has led to my current beliefs.
Always be on time and accountable
Be persistent but not invasive
Follow up, follow up, follow up…not only on prospects but on existing business
Stay organized
Cold call everyday
Monitor other local media sources, radio, TV and Print weekly
Keep it simple and keep moving!
M O N E Y
