“Nothing happens until a sale is made.” Thomas Watson Sr. President, IBM 1914-1956
Thomas Watson’s point is clear.The acquisition of new clients and the resultant sales is the life blood of all growing organizations. And just as the human body organismsurvives and thrives by the life-giving force of the blood flow, so it is with the business organization. The business organization must have the life-giving force of new clients and sales revenue to allow that business to not only survive, but to thrive.
It is for this reason that all other departments within the business organization, if they are properly aligned, are aligned to support the client facing sales organization. In the human body, the musculo- skeletal system serves as the physical structure for the body. The digestive system provides nutrients. The endocrine system, with its complex array of chemical messengers and hormones regulates function. But, without the life-giving force of blood flow, there is no body, there is no life. Without Sales, there is no business.
People buy from people they know, like, and trust.
But how do you attract those new clients? How do you turn those clients into sales? How do you continue to grow those sales year after year in an exponential way? Is growth sustainable? It is a journey. It is a process. And it can be learned.That is why you should come join me at The Sales and Marketing Academy!
The journey begins.
The first essential ingredient to being a successful Consultative Sales Professional starts with Integrity. Integrity is not a very glamourous word these days, but it is what you hope to find in your spouse, your life partner, your financial advisor, or your tax preparer. Merriam-Webster defines integrity as the firm adherence to a code of moral and ethical values.
It is about you making promises to yourself and then keeping those promises. It is about you choosing the best course of action, ahead of time,for your business, in your relationships, in your finances, in your health and well-being, and then acting on those choices. Integrity is about you becoming the best you, you can be.
Warren Buffet, CEO, Berkshire Hathaway said “I look for three things in hiring people. The first is personal integrity, the second is intelligence, and the third is a high energy level. But, if you don’t have the first, the other two will kill you”.
If you are seriously considering a career in Consultative Selling, then being a person of high integrity is essential to your success. In fact, you can’t be successful without it. Come! Take the journey with me at The Sales and Marketing Academy.
The Benefit of Integrity: Trust.
Integrity is Personal, it is a you and you deal. The second essentialin gredient to being a successful consultative sales professional is trust.Trust is different than integrity, trustis public. Trust is between you and others; between you and your client.
You have probably heard the sage advice, “Action speaks louder than words.” The good news is that you can become a person characterized by trust. In his book, The Speed of Trust by Stephen M.R. Covey, the son of Stephen Covey, writes “trust is actionable…trust is behavioral.”Covey identifies 13 behaviors that will increase your trustworthiness. Embed these behaviors in your life and you will make them a habit. If you invest these behavioral habits into your life, over time, you will be thought of as a person whose character is marked by trustworthiness. When that happens, your clients will be pursuing you. In the sales maxim, you will “walk the talk”. Why don’t you come walk with me at The Sales and Marketing Academy?
The Benefit of Trust: Influence
New York Times bestselling author and speaker John C. Maxwell writes in his book Becoming a Person of Influence “The benefit of Integrity is Trust, the benefit of Trust is Influence, and Leadership is Influence nothing more, nothing less.”
Influence with others is the third essential ingredient to becoming a successful consultative sales professional. You want to have that kind of influence with people both personally and professionally as a Consultative Salesperson.When I was 17 years old my Mother handed me the book How to Win Friends and Influence People, by Dale Carnegie. This book changed my life. It confirmed everything my parents taught me about getting along with others. This book helped to launch my 30- year career in medical device sales.
As you might imagine, it took a great deal of integrity and trust for me to be able to influence an orthopedic surgeon to invite me to be on his team and provide him and his surgical team expertise when he was placing a scalpel on the skin of his patient in the operating room. But here is what I know, If I can have that kind of influence with my clients, I know that I can teach you to have that kind of influence with your clients too! Choose to Lead. Choose the Sales and Marketing Academy.
Connecting is all about others.
At the beginning,we said that people buy from people that they know, like, and trust. We started with the third in this triad, trust.We learned that before someone can be worthy of trust, they must first be a person of integrity. A person of integrity is a person who chooses the coordinates of their moral compass ahead of time. Then when a decision is required, that person acts according to their pre-decided compass coordinates.Personal integrity leads to public trust. Trust leads to influence, and influence is leadership.
Now, let’s examine the first and second human traits in the triad; know and like. People buy from people they know and like. To be known and liked by othersis connecting with others and this is our fourth essential ingredient to becoming a success in consultative sales. Connecting with others is all about…well, others.
Eleanor Roosevelt said, “To lead yourself, use your head;to lead others, use your heart.” Connecting,(knowing and liking), is about you and your ability to connect with others. Connecting with others is a matter of the heart.It is a skill to be learned. I hope that empowers you. Learn to connect with others, begin connecting, and connecting with others will become embedded into your character. And, once it becomes a part of your character, you will not only be off to the races in Consultative Sales, but in your life as well.
A person of high integrity and high trust is a person of good character. A person of good character has influence with others.The man or the women who takes it upon himself or herself to connect withothers,is attractive to others. This is an individual who has learned how to win friends and influence people. These are Four of the Five essential ingredients of the successful consultative sales professional.
It is my sincere hope for you and your journey in consultative sales that you choose to connect with me at The Sales and Marketing Academy. I would be honored to serve asyour instructor and your coach. It is a worthwhile journey!
Wishing you continued success!