I received a telling piece of feedback from the GM of a manufacturing company,
“You taught us a very valuable thing here today, that is, if you dont enjoy winning business, you’re an account manager.”
He then recommended his eighty person sales force be defined as such. BDM’s win business and AM’s manage accounts. Anything in-between is out. Smart move.
An ex-business partner of mine would declare in an ominous tone, “Keep them hungry!”
He would achieve that by paying staff late or reneging on owed commissions.
Dripping with resentment because of that treatment many staff resigned, while others low in self-esteem and desperate would accept reduced commission to simply pay bills and survive.
![safety_oxygen_mask[1]](http://www.boomsales.com.au/blog/blog/wp-content/uploads/2011/02/safety_oxygen_mask11-150x150.jpg "safety_oxygen_mask[1]")
Every time I take a flight I’m mildly entertained by the same trite safety spiel, which contains a statement I think transcends the aviation industry:
“In event of emergency, first place the oxygen mask over your face, and only then over your child’s.”
To do so may appear initially as a selfish act , but it expresses you need to save yourself first in order to stay conscious and alert to save your most cherished.
Every so often, it feels like the universe is conspiring against us.
No matter how vigorously we toil nothing goes our way. “Done deals,” fall over at the eleventh hour. Hot prospects inexplicably vanish into vapour. People that owe us money, go on holidays. It seems the only people willing to speak to us are trying to sell us something.
Although this current is raging, its force will eventually cease and move swiftly in the opposing direction. Similarly, all markets spiral down, correct, and shoot to the sky yet again. Record sales periods often morph into slumps for no ostensible reason. Our energy is up, flat, and then it’s down. Nothing stays the same for long. Every state is transient in nature.
If you dont believe you are cut-out for sales―there is probably a valid reason for that.
Selling isn’t for everyone. It does take a certain type of personality and perception to succeed in sales. However, many salespeople make the mistake of perceiving a lack of results for not enjoying what they do. It’s not that they don’t enjoy selling, it’s the feelings associated with poor results and subsequent invalidation for efforts that is de-motivating.
I encourage you to ask yourself, if you were succeeding and achieving your goals in the right environment, would you enjoy selling more? If the answer is yes, then clearly it’s not the selling part that’s your problem.
![images[9]](http://www.boomsales.com.au/blog/blog/wp-content/uploads/2010/09/images92.jpg "images[9]")
Last weekend most of us threw ourselves at our TV screens in absolute protest as the final siren sounded with the Saints and Pies locked at 68 points all.
The AFL world went into meltdown as the outcome rattled the very foundations of our expectations, “No winner.. what the?!”
The Grand final replay this Saturday promises the weary faithful a unique experience and also a unique challenge for both teams competing. To again, summons the forces of will, raw emotion and energy―spent in full, and then some ―will be a tough task. Yet, the rematch promises to serve up a tantalising encore of sheer courage and determination; attributes of a worthy winner.
To project to others that we are always happy, having fun and in a positive frame of mind every day is just pure fantasy.
We all feel pain and frustration and all of us most certainly feel fear. In fact, for many of us, fear defines who we are and our corresponding thoughts and behaviours are governed by fear’s close relatives: anxiety, procrastination, stress and worry.
Let’s explore fear a little closer. What is fear? Fear results from the threat or potential to experience pain. What is pain? Pain is the sensation felt when the brain releases certain bio-chemicals in our body to alert us of physical danger — such as cutting our skin or breaking our arm. Pain preserves us from continuing to harm ourselves once injured in some way.
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Trent Leyshan, will be braving the elements at 12pm Friday 13th of August 2010 to promote his new book, The Naked Salesman!
Wearing only his socks and jocks on a soap box, Trent will be spruiking his book outside Angus and Robertson cnr Collins and Queen Streets Melbourne.
Also $50,000 worth of giveaways for sales and business people! One show only! Be there at 12pom sharp so not to miss out!
I was talking with my Father who told me the story a friend shared with him recently. His mate John had been training at a local gym for a couple of months.
A few days after New Year’s Day John went to gym and couldn’t find a car park. He approached a gym manager to address his concerns about the gym being so busy. The manager responded in an ironic tone, “Don’t worry, there will be plenty of car parks in a couple of weeks, just you wait and see.”
The manager’s point was that most people who declare a New Year’s resolution to lose weight and get fit — don’t stick at it. In fact, they stick all of about two to three weeks on average and then they’re gone, resigned to the murky backwaters of procrastination once again. It’s common knowledge that gyms make most of their money from patrons not showing up. So remember that next time you sign-up, because you may be better served saving your hard earned money.