|
Dear Todd,
"Don't define yourself by the roles you play, the groups you belong
to, or the profession you are in. You are you. Isn't that enough? It
has to be."
Grow your qualities; Don't change your
faults
People can't change. They can only grow.
I am often asked, "Todd, can you teach anyone sales?" I pause for a
moment. I think about my answer.
When I first started training salespeople -whether in a management
role or a sales training role-whether for a company or off on my
own-some eight years ago, I used to answer, "Yes and No."
For instance, those outside of our glorious profession, often make
naïve comments like, "I can't sell, because I don't have the gift of
gab," or "I just can't lie to people!" I chuckle when they say this. I
respond, "Really? Me neither!"
You and I both know if any of us focused on either of these two
stereotypes, none of us would have a job. But the larger question is
whether anyone can be great at selling.
Selling is an art, not a science. What is the difference? Science
can't be taught. Even the greatest student in the world will not be as
intelligent as Albert Einstein. You can't pass along the Theory of
Relativity. But an art can be perfected. The issue is that there must
be something to perfect.
Take motivation, for instance. We often ask whether everyone can be
motivated. Research has shown the answer to be a resounding, "No."
Someone who doesn't want to be motivated won't be.
It's just like you can't hypnotize someone who doesn't want to be
hypnotized. Motivation comes from within.
But, in my business, I certainly do guide others to achieve their
potential. This is the key: Growth is based on fulfilling potential.
Everyone has ability. I can't change you, just like I can't change
myself. What I can do is uncover areas that were already there. They
were just stuck inside, and needed something or someone to bring them
out.
That is my job as a teacher, a sales trainer, and even as a member of
humanity. I love sales, in large part because it is reflects the
society in which we live:
When you
master the art of selling, you master the art of living.
Much of living is growing. Is it not? What is boredom? What is
depression? It's when we lose hope for what will - and can be. We only
get sad and we only get frustrated when we question the future. It's
not the present as much as the dismal tomorrow that gets us down.
If someone told you, "I know now is a tough time for you. But I
promise, guarantee you 100% that tomorrow will be spectacular,"
suddenly the present wouldn't be so bad, would it?
We've all heard stories of top athletes, business people, actors and
actresses who peak too soon in their life. They accomplish too much
too quick. They ask themselves at tender ages of 12, 15, or 20, what
does it all mean? What's next?
Top people always strive for more. They must.
For when we stop having goals, we stop looking forward to tomorrow,
and when we stop looking forward to tomorrow, we stop living.
But at what price? I used to say contentment was the root of all evil.
Security is a message for disaster. Is it? Suddenly, I'm not so sure.
As a teacher, I pride myself on giving my students tons of
information, strategies, and knowledge to guide them to increase their
income. But I never shy away from telling them, "Hey, this worked for
many, but it might not work for you. Let's figure out what helps you
the most."
That's the key to growth. They say maximizing strengths and improving
limitations are what development is all about. However, often we get
too bogged down on improving our limitations that we forget to
emphasize the amazing qualities we have as individuals.
They are qualities, because they are inside of us and they make us
unique.
I recently read a book that was a gift from a friend of mine. It's
called Now, Discover your
strengths. I highly recommend it.
But whether you read the book, know this: Everyone has the power to
grow, but don't ever try to change.
Action Exercise:
1. Make a list of the top 25 qualities that make you unique
2. Write it down - pen to paper
3. Post it so you can see it always: In your office, in your car, and
at your home
To
be yourself, to be the individual that you are meant to be, is never a
weakness.
Think about those we admire in society. I don't mean the evil that
exists in the world, but those whose views we may not have agreed with
at one time, but they were true to themselves.
They persevered, held true to principals and today we are all the
better for it.
They have names you know: Bill Gates, Martin Luther King, Gandhi,
Abraham Lincoln and Nelson Mandela.
Happy selling!
Find out more
|
See Todd reflect on journalism in Quill |
|
 |
|
 Inspired
by the tragic murder of the husband and mother of federal judge in
Chicago, Todd reflects on his past journalism career some 11 years
ago. Read about it in the March issue of Quill magazine.
See article
»
|
|
Republish Todd's articles |
|
|
|
Do you enjoy "Skyrocketing Sales Solutions?"
Do you find the sales tips valuable?
Would you like to share this information with your own readership,
your own clientele, or post it on your website?
Would you like to do this FREE OF CHARGE?
Todd is now offering these articles for reproduction at no cost to
you.
Visit the new section of our website to learn how.
Learn more » |
|
Quick Links |
|
|
|
