Successful-selling Means
Doing Whatever It Takes

Successful-selling isn't easy to achieve in today’s business environment? In my opinion - here's what it takes.

It takes . . . Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better in your selling career. If you’re different and you’re better, you’ll be remembered. Type INC. after your name. For example, Jim Meisenheimer Inc.

Don’t view yourself as a person. Think of yourself as a brand or even as a company. How are you positioning yourself? Create a list of ten things that make you different than your competition. If this is a tough exercise for you, you should invest some strategic thinking time.

Blending in is out, standing out is in if you're planning a successful-selling career.

It takes . . . Passion. Why do so few people really get excited about their work? How many times a day do you meet someone whose eyes sparkle as they are going about their business?

Too many salespeople put their presentations into cruise control and expect the product to sell itself. Passion is the one small intangible that makes a huge difference on how you are perceived.

Put a smile on your face, focus on your customer, speak enthusiastically and energetically go about your business and you will become passionate. If you combine equal parts of preparation and product knowledge with a splash of passion you’ll take it to the next level.

With passion, successful-selling is almost always guaranteed.

It takes . . . Discipline. Every presentation could stand a little spit and polish once in a while. Don’t get complacent about anything. Successful-selling comes from order more often than it does from chaos.

Develop a system for getting things done. Have a system for planning your day, planning your calls and planning for your territory.

Here are seven words. After each word add a word or two to complete the thought by personalizing it for your business.

Control __________

Prepare __________

Limit ___________

Develop __________

Exercise __________

Restrain __________

Create __________

Discipline takes time and effort. Discipline is not being rigid, it’s being in control as we work in chaotic and reactive environments. The choice is simple. In control or out of control. It takes nothing to be out of control. It takes discipline to be in control.

It takes . . . Time. You can’t rush success. Success is not something you start with. It’s something you hope to achieve. The bigger your challenge, the longer the road. Most folks view success as the destination instead of the journey.

Enjoy the ride and make time to smell the roses along the way. It’s been said, “The only time success comes before work is in the dictionary.”

The road to successful-selling is paved with a DO WHAT IT TAKES kind of attitude.

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