By Jack Warkenthien
This morning, I received my suggested daily talk radio stories, from Jeff Crilley, who publishes “The Rundown”. It’s a topics for talkies blog. As the former business talk show host on The BizRadio Network, you listened to my show every morning, on the way to work, “Where Wall Street Meets Main Street”. Jeff offers relevant, important, and entertaining topics for the day. This article was inspired by one such story: “SURVEY: Fewer Men Are Paying For Sex–Could the Oldest Profession Be Losing Its Customers?”
Now before you think this is gonna be a titillating article, I’m sorry to disappoint. This is the wrong magazine for that. Instead, I want to take issue with the Los Angeles Times reporter, who contends—“Prostitution is the world’s oldest profession.” Sorry. They’re wrong. SALES IS THE WORLD’S OLDEST PROFESSION! Prostitution is but another form of a Sales call. Think about it. Who is the first Sales person in history? Eve! What was she pitching? Apples! Did she get the sale? Sadly, yes. Do I now have your attention? I hope so.
Do you also agree that everyone is in Sales? I hope so. Regardless of the title on your business card, YOU are in Sales. Whether it’s a product, service, opinion, cause, or any decision you seek, nothing happens until you sell something. And, in the world of business, nothing happens until someone sells something! Now, would you like to learn The 5-Part Code that virtually guarantees you can “up your game” and become more effective in Sales?
Before I share the Code, the FOCUS will be on two types of readers: those who Sell for a living–and those who don’t. That narrows down the field, right? Ready?
- A Sale is a Relationship, Not a Transaction.
The Sales Model has changed significantly in recent years. Selling today is collaborative or consultative, not confrontational. There is a misperception that Sales Professionals must be pushy. It is not necessary. Today, your job BEGINS with the Sale; it doesn’t end with one. In fact, the whole notion of closing is a misnomer. You are really “opening” a relationship, not “closing” a deal. In Relationship Selling, we emphasize serving first and selling second. You’re better off establishing rapport and making Friends. The sale usually follows.
- People Don’t Care How Much You Know, Until They Know How Much You Care.
Every day, we are meeting new and interesting people. If you really want someone to warm up to you, be interested and not interesting. You know the type. The interesting person can’t wait to tell you who they know, what they own, etc. If you get them to talk about their favorite subject–themselves–they’ll tell you everything you need to know about building the relationship. And, you’ll be considered “engaging” by the other party. Remember, the key to showing interest is asking strategic questions.
- The Depth of your Convictions is More Important Than the Length of your Knowledge.
You don’t have to know everything there is to know about your product, service, or company. In fact, by NOT knowing something, you have a chance to prove how responsive you are, and it gives you a reason for the next meeting. Since a Sale is an emotional decision, justified by logic, you always try to win their heart–and the mind will follow. Deep convictions always trump lengthy knowledge!
- Have Fun and a Sense of Humor
I believe it was Confucius that said, “If you enjoy what you do, you never have to work a day in your life”. Think about it. Bring fun to your office–and your approach to work. Chuck Coonradt, an author who I’ve shared the stage with, in his best-selling book, “The Game of Work”, opines that people pay to work harder at play than they work when they are paid. Hundreds of people pay over $100K to climb Mt. Everest–excluding the Sherpas. That sounds like hard work to me. While you’re at it, don’t take everything so seriously. Lighten up–and your working environment will as well.
- Stand Out and Be Memorable
The bar has been raised. There are tons of outstanding people and companies around today–in fact more than ever before. Outstanding is no longer good enough. Now you must find ways to stand out and rise above the crowd. Learn to finish the following sentence: “We’re the ONLY ones that………” Be like the Loretta Lynn song and find where you’re first, best, or different. When you do, your Customers will walk away from an engagement with you, saying to themselves, “I’d have to be an absolute fool to NOT buy from (insert your name)–regardless of price–because (insert your company name) is the ONLY one that…..” What’s YOUR Unique Value Proposition?
Now that you acknowledge that you’re in Sales and Life’s A Sales Call (sounds like a GREAT name for a book), appoint yourself the Crusader for your firm. Consider yourself an emissary and spread the good word about your company and the value you deliver to your Clients. Give yourself a hand for being part of the World’s oldest profession! Best of luck on that Sales call known as life.
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Jack Warkenthien, CEO, NextStep Solutions, can be contacted by email at
[email protected] or call him at 832-344-6998. You can also visit his website at www.nextstep-solutions.com.
