What are you doing to build your Sales Esteem? The way you value yourself as a sales person?
There are three simple things you can do to build your Sales Esteem.
Change your Identity:
You change your perception of sales people. Sales people get a negative rep. People think of slick, faster talkers or used car salesmen. I always challenge people on their basic identities of sales people. I try to interject pioneer, frontiersmen, relationship catalyst, solution expert, match maker, life saver, bridge builder, disease stopper, expert, subject matter expert, facilitator, connector, economic driver, etc. All of the above things are true. What we choose to take on as an identify can effect our Sales Esteem.
Change your Scoreboard:
Instead of measuring your life in popularity or feedback, move it into controllable actions like calls, testimonials, connections, dispositions, RFP’s responded to or presentations delivered. Too many times we as sales people live on the highs and lows of the way we feel after a meeting rather than the real numbers that drive our business.
Change your Value:
Every service and product usually finds a competitor but people can always be an individual. You can always decide to be different from your competition even if your product or service isn’t. You can always be the one person that remembers birthdays, writes personal cards, sends great anniversary gifts, is an exceptional public speaker, builds networks for your clients, is genuinely interested in their family, is always positive, is always candid, is always great with follow-up, etc. In short, you can always add value to “YOU” as a person. You always be a player that separates yourself from your competition in the sales world.
Build your Sales Esteem and you will work your way through the sales funnel faster and with greater results. Best thing of all is it’s controlled by you!
Tony Scelzo
Rainmakers Marketing Group
317-216-6345
Tony@gorainmakers.com
On to A New Year
Friday, January 20th, 2012January is one of my favorite months. The feeling of renewal and rebirth that this season brings can be life-changing for so many. For others, especially as we get older, we get stuck back in our grooves.
Why do people as they seem to get older find it tougher to reinvent themselves? To get out-of –the-groove so to speak? Why are the people that are able to reinvent themselves seem to be geniuses that change the world? Ghandi, Nelson Mandela, Muhammad Ali, Madonna, and even Tony Robbins seem to keep themselves relevant through the times when the “norm” is to have “your time, your glory days” and move on.
Steve Jobs had a theory that as people get older, they become more and more engrained in patterns, and these patterns cause them to start to limit their ability to think creatively. The range of their thinking would become smaller and smaller.
These patterns become our groove, they are comfortable and safe, at least we feel their safe. But are they? Is it safe to get grooved in a career, your role in a business, a business model, a certain kind of product or even an economy?
I love working in technology because the very nature of it forces you to turnover old grooves and think in different paradigms almost every day. You can’t get in a groove in this industry. If you do, the world just passes you by…which is pretty much the way it works anyway, right?
What I mean is, are you stuck in an old job groove? an old economy groove? an old business groove? an old relationship groove? or a even an attitude groove?
A new year is not just a new way to date your checks (if you are still stuck in the groove of writing checks, that is). It is the chance to commit to throw yourself into something new. You are not a train, you are built to create, to solve problems, to produce.
You are designed for greatness by your creator. If you are not making the impact of Mother Teresa or M and M, it’s because you are playing a smaller-than image of which you were created. A groove to deep could be your grave or worse yet, the death of your dreams.
read full article »
Tags: Business goals, indianapolis small business, New Year's Resolutions
Posted in Blog, Expert Columns, Indianapolis Small Business, Networking, Tony Scelzo, small business commentary | No Comments »