9. Share your Enthusiasm
Show, and share, your enthusiasm!
- Believe in what you say, believe in yourself, believe in your product, and your company!
- Be energetic!
- Be passionate!
- Be wonderfully excited!
Your style is at least as important as what you are saying.
People are going to make a big decision, and take personal risks, mainly based on what you have stated and promised.
- Why should they trust you?
- What can make them trust you?
- What can make them comfortable when jumping in?
Yes, your own confidence, your enthusiasm, and your passion! That could, should, actually will make a difference.
10. Cover the Bases
Another key element of your success is to get out of your comfort zone and meet all the stakeholders, all the people who are, or could be, involved into the decision making process, including the ones at the top of the customer organization.
For those who have heard about Strategic Selling, this is precisely what it is about, as it is something quite hard to achieve.
Sales people are naturally keen on speaking with the people they are comfortable with, and who “like them”, instead of covering the most important ones, the "real" decision makers, with whom they are not so comfortable, and who might “not really like them”.
Once again, it is all about preparation, training and practice. No luck involved. Only focus, drive and hard work!
The good news is you can learn how to do it!
11. Get the Right Deal
But it is actually not finished! The deal should be worth for your company, as well as for your customer. The deal has to be a good deal, the right deal for both parties.
What is it about? Talent? Are you kidding me again?
Nope, this is about negotiation skills, meaning “tools and techniques you could, and should, learn, acquire, and get comfortable to use”.
No luck whatsoever. You can learn to properly negotiate, as you can learn to drive a car, to ride a bicycle… or to play chess.
Be sure the people you are dealing with, mostly the guys working at the purchasing department, have been highly trained. On their side, they master those tools and techniques, and if you show up without being trained and prepared, you are going to be broken into small pieces.
You have no choice, but to be a negotiation expert!
12. Don’t Ever Quit!
You are going to endure a lot of disappointments, a lot of failures, pains, defeats and setbacks.
"Your greatest glory is not in never failing, but in rising up every time you fail."
It is not because you fail that you are a failure. Don’t confuse who you are, with the results you get! Keep believing in yourself!
- Failure is not falling down; it’s refusing to get up.
- You fell 7 times! So what, stand up 8!
- Don’t quit! Never quit! Because if you quit once, it becomes an habit!
So keep your bullshit buzzer close by your side, and use it without restriction!
Be persistent, and don’t ever quit!
That’s easy! Sell like you would sell yourself to get the dream job of your life. Nothing less! Play your best game, no matter what!
These are the 12 golden rules you should built your success on:
- Have a vision
- Believe in yourself
- Take responsibility
- Know yourself
- Work hard
- Create opportunities
- No pain, no deal
- No value, no deal
- Share your enthusiasm
- Cover the bases
- Get the right deal
- Don’t ever quit
Never said it would be easy…
Remember that, on the top of that, there are only 5 levers you can push or pull to increase your chances to make your quota!
“Remembering you are going to die, is the best I know to avoid the trap of thinking of… you have something to lose.”
So men and women, my dear colleagues, my friends, just do it, the best you can, with enthusiasm, with passion, over and over again!
Only shoot for excellence in everything you do, nothing less!
So guys, see you there!