15 Axioms for Sales Success

What it takes to make it happen . . .

1. Yes I can! Attitude is everything. Be positive. (When was the last time someone sincerely told you that they believe in you?)
2. Connect with the right people. Learn how to identify them; get close to them.
3. Learn. If you already know everything, log out of this blog. You won't learn anything here.
4. Prepare to succeed today. Every phone call, every handshake, every encounter could lead to the next big thing.
5. Be Valuable. Be known as a resource, not a salesperson.
6. Solve Problems. People want answers to THEIR problems.
7. Keep your eyes peeled for opportunity. Have you learned how to spot it?
8. Seize opportunities. Opportunity is often missed because it involves change, adaptation and a measure of discomfort. Get uncomfortable.
9. I am responsible. Blame chips away at success; responsibility strengthens success.
10. Act on it. Goals, plans and strategies are useless without action.
11. Don't fear mistakes. Failure is not final. Mistakes breed self-determination if seen as a learning opportunity. Review numbers 3, 6, 7, 8, and 9.
12. Take a risk. No risk, no reward. 
13. Keep your eyes on the prize. Success is not a lottery ticket.
14. Balance yourself. You are a complete person, not just a job. 
15. Never, never, never give up. Your journey to success stops when you do.

How are you doing? Let me know by emailing A.Furst@theGrowthCoach.com or calling 763-205-1527.

Overheard at a Trade Meeting

If you are in marketing or sales, this might be of interest to you . . .

A saleperson who I will say represents an advertising specialty company wanted to develop leads within a targeted industry. So she joined that particular industry's trade group noting that none of her competitors were members. (Sometimes it is easier to shine when you are not competing with other spotlights. She asked me not to reveal her industry or the association she joined at this time.)

After attending her first meeting she couldn't wait to get on the phone to tell me what happened.

The meeting broke up into roundtable discussion groups. Each group addressed questions regarding their industry. The first table that she sat at was comprised of 12 representatives from her targeted industry and herself, the only vendor. The question they addressed was, "How do you select which vendors to do business with?"

The lively discussion began with one person stating, "I delete 200 emails a day from people wanting my business. I don't even read 'em." Heads nodded around the table.

"That's probably true in most industries." I said. "What did they have to say after that?"

"It was really interesting and verified what you and I have been talking about over the past several weeks. I wrote down the key comments to discuss with you. This is what these people said they want from vendors:

• "I don't want to buy from someone I don't know." (Ok, we know that. Relationships take time and creativity. Curiously this is the same individual who said that she deleted hundreds of emails daily. Apparently emails are not the way to initiate a relationship!)
• "I know a vendor has taken the time to get to know me and my business when they add a personal touch. I have collected the hand-written notes I've received from vendors over the past 15 years. I have 10. But look! I've saved them! These are the people I do business with." (A hand-written note: still brilliant in the year 2010.)
• "I appreciate it when a vendor asks me what I expect from them." (No one wants to be sold. Everyone likes to buy.)
• "If I am going to develop a professional relationship with someone I need to know what's in it for me in the long haul. Don't waste my time. I'm busy." (Get beyond the features. Strike hard on benefits.)
• "The vendors that I repeatedly go back to are the ones who go the extra mile. They help me out in a pinch, they pull strings, they are resourceful . . . In my book they make my job easier." (Service is all about service.)

My client with 10 years experience in sales reiterated how affirming it was to hear this right from the people that she wants to sell to. "I know this isn't cutting edge news. I am just flabberghasted that my competitors are not doing this!"

"I guess that gives you something to leverage. Let's pull out that Strategic Planner again and revisit your goals and strategies. Are you on target? Is there something that needs a little more tweaking?"

A business coach does not take over your business. A good coach comes alongside to address the crucial concerns with you and helps you to develop an effective strategy to ensure success.
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How much time do you spend behind a computer monitor? How does this time compare with the relationships you are developing in your business?
Take time to write a hand-written note or make a phone call to people you normally send an email to.

The Magic Bullet

Growing up on the east coast I never missed the New York State Fair. One of the highlights for me were the "Billy Mays" (R.I.P.) in the consumer building. These professionals had a way of making the ordinary sound extraordinary. "It's not just a rag to clean up spills; it's Miracle Rag!" "This is no ordinary knife. You never sharpen this knife. It cuts through concrete and can still slice a tomato."

I loved listening to these professionals. I was not alone either. People bought stuff all day long and crowds just kept stepping in a little closer to make more room. These professionals were the forerunners of today's infomercials and even the multi-billion dollar advertising machine The Shopping Network.

Learn How to Make Millions!

You've seen the full page ads in the newspaper: Attend a one-day seminar and learn the secrets of how to be successful beyond your wildest dreams. Retire early! Drive luxurious cars! Live in a mansion! Hear from our experts how they tapped into secret power and discovered untold wealth and prosperity.

With all due respect, seriously? Why do we keep taking the bait that there is a secret?

Business owners often say to me, "We need an expert in our business. Only a successfull expert can tell us the one thing we aren't doing that's keeping us from the next level of success."

The Magic Bullet?

Tapping into the minds of sales professionals (that do not disappear after the fair is over) you can learn that there are certain verifiable truths to sales and marketing. They are proven in every industry and they are ageless. Here are some sales "secrets" that rise to the top in successful businesses:

• Relationship. Don't underestimate the power of knowing someone.
• Service. It really isn't about you. It's about your customer.
• Attitude. The power of thinking is indisputably positive.
• Persistency. Never, never, never give up.
• Value. Not what it's worth to you; what is it worth to someone else?
• Recognition. Identity in a crowd.
• Passion. Knowledge that is persuasive, committed and magnetic.

These axioms are not magic. What they require is simply clarity of thought and an action plan that you stick to. (On a side note: If you would like to send me a check for $999 I can send you a laminated copy. I will also send you a set of CDs that feature me talking enthusiastically about each one of these unveiled secrets. And if you act today I will throw in a beautiful walnut frame to display your copy of Secrets Unveiled on the wall of your office. Your colleagues will be envious . . .)

Seriously. Read the biographies of entrepreneurs and successful sales people. Get close enough to listen to their stories. The same truths will be told again and again. It's not magic. It's just the way things are.

Now if only an individual could break away from activity to gain clarity of thought and develop a workable action plan . . .
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When was the last time you took a thoughtful look at your sales methods?
Which tried and true sales axiom needs to be addressed in your business?

Send me an email: A.Furst@theGrowthCoach.com