After years of consulting with privately owned companies of all types/sizes, several things have become clear. There seems to be a logical way to group organizations into one of three types. The first group is the one that makes things happen. These guys are the ones acquiring other companies, diversifying, thinking about2016, make time for planning and are in growth mode. Based on my first-hand experience, this makes up a small number of the companies I observe. The second group is the one that watches things happen. This type of company is cautious, yet will make a move once it sees…
Would You Buy from You?
By Ryan T. Sauers @ryansauers
Yes, you heard the question correctly. Would you buy from you? At first, you may be thinking—Duh, Sauers– of course. However, it is amazing how when I drill in on this subject, while training, many salespersons and owners alike, begin to say something like “well, uh, ummm, huh, yeah- I guess.” Really? If you would not buy from you then why would anyone else want to buy from you? Simon Sinek covers this why subject well.
I have an example of the confidence, not cockiness; it takes to be successful in sales. The example is a cornerback in football. (Note: to those who do not follow football this is not the quarterback). The cornerback, like a salesperson, is an island on to themselves. This means it is a lonely position. A cornerback sometimes makes a big interception and other times gets beaten on a big play. It is easy for the audience to see both the successes and failures. They are quite visible. For a cornerback to shake such things off they must have what experts call “athletic arrogance.” What does this mean? The unshakable confidence that they are the best at what they do—even when they have a short term failure or bad game. This also means when they have a great game they do not get “cocky” and realize they were simply living up to their potential and doing their job.
Salespersons are the same and everyone is watching. Sometimes you make a huge sale or are able to set a ton of qualified appointments. Other times, you are told no, leave, go away and more. And, this means you have a bad streak going where nothing seems to break. So, what type of confidence does this require? It requires a salesperson to have the same type of “athletic arrogance.” Yes, I know you are not playing football but what I am after is the mindset that is required.
Can you shake things off and bring your top game day after day? When you have great success can you avoid becoming complacent? Can you always outwork and out think your competition? By the way, that is virtually everyone these days. So, let’s go back to the beginning. Assume, you could call yourself and leave a voicemail—would you call yourself back? Please be honest. Also, think of whether you view yourself as a valued partner and resource or as a “sales rep” (vendor) and thus transactional order taker? Do you have the confidence that lets buyers know your time is valuable and if they do not meet with you they will be missing out? Again, I stress confidence not cockiness. So, would you buy from you? Why?