"Most salespeople try to take the horse to water and make him drink. It's your job to make the horse thirsty"
- Gabriel Siegel, President of MediCab of NY
Thanks to our friends at Resource Associates Corporation, the leader in developmental improvement processes, I want to share with you some thoughts on selling over the next few weeks. One thing is for sure, EVERY organization needs to sell, or they cease to exist. The question is how do we find REAL SUCCESS IN SELLING...read on.
CHANGES IN RECENT YEARS have created far-reaching implications for anyone in the sales field. Globalization, technology, universal access to information, and the use of the internet have (and continue) to change everything by the minute. If you want to succeed in this turbulent arena, you will have to be more knowledgeable, more responsive, and easier to do business with than ever before.
THE NEED TO REINVENT YOURSELF
Competition is changing. Industry giants are disappearing and young start-up companies are realizing market dominance in record time.
Whether you are selling a product or a service; whether you represent a well-known, established company, or a brand new start-up; one fact remains clear: it is unlikely that you will maintain your competitive advantage unless you continue to improve your ability to attract and keep customers (we call it customer loyalty in our practice). Your success and the success of the company depend upon your ability to reinvent yourself and your processes and apply them for improved results.
The key to everything is ACTION. All the knowledge in the world is of little value unless it is put to good use. Knowledge is not power....Applied Knowledge is.
Excelling in the sales profession means never accepting less than the best...from life and from yourself. Excellence is a continuing process of stretching yourself, your abilities and your skills. The road to success is always under construction. There are always improvements to be made.
In the book, Thriving on Chaos, Tom Peters suggests that professional sales people are at the heart of business, and that for a business to survive and succeed, extensive development for salespeople is essential. Are you ready for that challenge?
Have a Great Week!
Jerry
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