Focus Your Mind for Selling with Passion

Filed Under (OP Sales Training) by Don on 06-12-2007

Ivana Taylor over at Strategy Stew has an awesome post that she suggests marketers use to identify their signature strengths.  I think her thought process here has even greater potential for sales people who need to continually focus on their primary objective, sales.  Your attitude and motivation as a sales rep (or even us lowly marketing guys) has to remain focused on our objectives if we expect to reach our personal and professional goals.  Let’s take a look at Ivana’s tips and see how we can apply these core principles to our daily “check-up from the neck-up!”  (Thanks Zig, I love that statement)

Strategy #1: What is my company all about? What is it that we do better than anyone else? Why do our clients and customers love us? What are we in business to do? What is the passion of this business?

Your three minute elevator pitch should incorporate all the answers to these questions.  If you can’t answer these questions with absolute sincerity and personal belief in yourself and your company/products then your manager needs to whack you upside your head!  These basic answers define how you work every day and how well you relate this back to you customers and prospects.

Strategy #2: What activities absolutely, positively, HAVE to be done today, or really bad things will happen?  What activities, if left un-done, will undermine who we are, what we do, and why our customers choose us in the first place. Who do I need to contact to make sure they get done.

Like most independent dealers our first objective is to sell products.  If you’re not actively engaged in selling and prospecting EVERY day then you will not and can not continue to be a viable business entity.  You have a solid support structure in place and you know your customer(s) expectations.  Your golden rule is that you always give your customers more than they expect. You plan your work and work your plan. You are sincere and persistent.

Strategy #3: In what ways can I do these activities to promote our strengths to our customers?  What are some cool, inventive and creative ways that I can do these activities to show remind our customers of why they do business with us?

How do you go to market?  How do you prospect? What personal networking activities are you engaged in? Do you actively seek and receive referrals from your current customers and friends?  What do you do that makes you stand out from all the other office products reps out there trying to take your business every day? 

Strategy #4: What is the one thing that I can do today to improve my customers’ experience with me and my company?

This question should be moved up to number two, it’s that important. This simple question could define whether or not you will be a success or just be a survivor.  Every sales organization has exceptional successes and simple survivors.  I could not even begin to tell you how many times I have greeted a sales person who made the statement, “I’m surviving” when asked how they are doing.  Don’t be a “do-er” be an achiever!  I have been in this OP business for over 22 years and sometimes I get asked “How can you still be passionate about this business?” I’m passionate about the customers and how I can help them acheive their goals, I’m passionate about helping my company and the reps here be successful.  I’m passionate about creating new ideas and ways to present our company and our ability to meet the needs of business owners and buyers.  I’m passionate about my faith and my family.  You need to be passionate about what you do and who you are to be successful.  Be passionate and engaging when you seek new customers and they will desire to be with you and your company and buy your products.

My compliments to Ivana for a very thought provoking post. I encourage you to think and use these strategies daily to light your personal fire and be successful at everything you do.  One last passionate statement: MERRY CHRISTMAS!

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