If You Desire to Be A Sales Champion, Learn:
How To Have The Look Of A Winner
Sales Professionals Dirty Habit:
Instead of fighting for his right price, the Sales Professional begs for it from his clients.
As I was going back home after a hard day’s work, I got a call from one of my colleagues and she told me that she had a sales appointment in half an hour and she was not able to make it. She asked me if I could go instead of her and make the sales presentation.
I was tired and it was six-thirty in the evening. I had been traveling the whole day across the city meeting clients. I was not in the mood to go for another meeting at this point of the day. I could have said ‘No’ to her and given any excuse to support it, but I said ‘Yes’ and decided to make that call. Somehow it is impossible for me to say ‘No’ to a sales call. I cannot stop myself from meeting a new person.
When I received the office address of the client, I thought that the office of the client was nearby, so I decided to walk. How wrong I was. After forty-five minutes of walking through the lanes and by-lanes, I was lost. I didn’t know where I was. Finally, I took an auto, made the auto driver talk to the client on how to reach his office, and after twenty minutes of travel in the auto I was dropped at the office building by the auto driver.
As I stood in front of the office building I realized that I was sweating from the long walk I had taken. I was down with energy, didn’t know how I was going to pitch and my body and mind were in no mood to support in making this sales call.
But the decision had been taken by me to come for the sales call and I was not going to allow myself to make a sloppy impression. I wanted to give my best even under this condition. I shook myself up, wiped my face with my handkerchief, combed my hair, and entered the office of my client with full energy and enthusiasm as if I had had two cans of energy drink and was bubbling with excess energy.
I was faking my confidence and enthusiasm in front of the client.
Fifteen minutes later I was out with cash in my hand. The client had bought my product.
That evening I learned a lesson in sales – The client does not care how down you are or what negative emotions you are going through. She has her own sets of negative emotions and life challenges.
If you have come to meet a client what she sees and feels before she even hears about your product is: ‘Do you have the look of a winner?’
Today is a new day!
You as a business owner or a sales professional get ready to take on the market and achieve your today’s goals.
Look at yourself in the mirror. What do you see? Does it look like you are going to grab the market by the horn and tame it in your favor or you appear as if you are heading to your office to complete another day filled with mundane work?
For you the day has not yet started, the twenty-twenty match has yet to begin.
Ask yourself – Can I win today’s match?
Just saying a strong and positive ‘yes’ will not do. Ask yourself ‘How’ and you must have ten to fifteen answers to that ‘How’.
Champions make their intentions clear in the manner in which they carry themselves.
Your body language will tell the market what you think about yourself.
So, how do you feel about yourself today?
Do you feel like a champion?
Do you have what it takes to be a winner?
Do you have the look of a winner?
The answers to these questions will decide whether you are going out to win the day's match or lose it!
Just as you have a certain body language, your organization also has its own body language. And the organization’s body language is the reflection of the business owner’s body language. You don’t just have to believe me. Look at the organizations around you. How do they come out to you?
Are they big and brash?
Are they firm and classy?
Are they honest and open?
Then look at the leaders who are running these organizations and you will see what I mean.
Now, the hard part is here. Look at your own organization. Look at it from the third person’s point of view. Look at it objectively. How does your company come out in the market to you?
Go and meet as many of your customers as you can and talk to them, ask them – What comes to your mind when you think of my company or my name?
Here is the second question you need to ask yourself – How does my team appear to the outside world? What is the message that they are conveying about themselves and my organization through what they do and what they don’t do?
Believe me, it is an interesting and powerful exercise that you will carry out for the benefit of your organization and you as a sales professional.
Consider coming to work every day like coming to play a new game that you and your team are playing against the market. Just having the ability will not win you matches; it will not bring you success. To your ability, you will need to add a strong dose of the right attitude and the passion to excel in your field.
The combination of your ability, your right attitude, and your passion to excel will make you become the best that you can be.
Do not act out your day; play it for real because you will be remembered for matches you won, not the matches you played and tried to win.
YOUR RECOMMENDED ACTIONABLE
Answer the following questions and start working on them:
Q1. Look into the mirror. What do you see? A person with a winning look or a person lost, not knowing what to do? What will you change, both externally and internally about you that will make you a go-getter in life? Write it down now!
Q2. Make a plan to implement the above now! Then go out and just live it!
Q3. Today dress in a different way for your work; Put on that dress that you have been thinking of wearing someday. If you don’t have one go shopping and get it now! Do something different to change your state of being.
Q4. Make a list of at least 5 organizations operating from your city. Then write down a minimum of 5 points for each organization on how they appear to you as a company?
Q5. Go into the market and meet as many customers of yours as possible. Ask them – ‘what comes to your mind when you think of my company?’ Do not take their answers personally. Write it down in your journal and later on sit and think about how you can change their perspective or how you can better what they think about your company.
Q6. Ask yourself – ‘How do my team and I appear to the marketplace? What is the message that I and my team are conveying about the company and as individuals through what we do and don’t do? Write down all the answers you can think of.
Q7. If you are not happy with what you find out then write down what new actions you will implement starting today to improve upon it.
Q8. Give your team a name, decide on a prize (your company’s goal), choose a captain, and decide what each person will do on a daily basis, and then go out and play the market. Imagine that the prize is already yours and watch your team hit the bullseye!
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