Have you ever sent out an email or made a phone call and got an ‘out of the office’ message? Did you read the ‘I will return on…’ email to the end, or, did you simply hit ‘delete?’ Have you ever hung up after making a note of when they will be returning without hearing the whole message? If so, those are opportunities lost.
There seems to exist a belief that there is a magical ‘process’ to sales out there and that if you work with certain coaches, they will give you the secret formula and ‘process’ to make your future in the sales world incredibly successful. You will have so much money that you will fly in private jets everywhere, eat at the finest restaurants and lounge in luxury on your 200’ yacht because of this magical sales ‘process.’
One of the foundational steps in any sales professional’s arsenal is that; people buy from those that they like, trust and remind them of themselves. Therefore, why does it seem to be impossible to build trust with our prospects and even clients?
It may not be something that you are necessarily doing, but there are some that are tainting the whole profession by doing some of the following. In other words: “One bad apple does spoil the whole bunch.” Make sure you are not one of those bad apples.
Has anyone come to you and say how lucky you were? All those trips that you take, the glamorous hotels you stay at and you get to eat out every night. For those of us that have or are living that lifestyle will tell you is there are many adjectives to describe their working lives. However, “lucky” is not one of them.
Everyone that has followed me, either through my blogs, Podcasts, or, even YouTube, have heard me talk about ‘walking your talk.’ People have asked me if that only applies while being involved in their business world. Of course not! ‘Walking your talk’ is your ‘integrity’ and is what you are.
What is integrity? The dictionary defines it as ‘the quality of being honest and having strong moral principles; moral uprightness.’ Synonyms include; virtue, decency, fairness, sincerity, truthfulness, and morality.’
The challenge which most of us in sales have is that we make simple things hard. We take a look at a concept, or new idea and think: “It can’t be that simple, can it?” Not only is it that simple, but it is also easy. We further complicate the process by again saying to ourselves: “Let me see if I can actually find the way to do this.” Therefore, making it harder than it has to be.