“We must work continuously to understand ourselves and to understand others. This is important for business success in any role. This is important for business success in a Sales role.
Responding in the same order you have written...
Centaurs: just like "perfect salesmen", they do not exist
Motivational Momentum: my philosophy is: "Only you can motivate you. Only me can motivate me. So, seek the motivation from within. If you wait for others to motivate you then you will be either disappointed or their slave."
Sales: for sales this is the most-important lesson I can offer…
Sales is not about products and product knowledge.
Sales is not about services.
The essence of sales is: the customer.
The essence of the customer is: people.
The essence of people: maybe it is 'emotions'? I think there is a good argument to support: the essence of people is emotions. Even if it is not the essence it is wrapped up in the same package as the essence....emotions, conscience, thought, wonder, etc.
Sales is about understanding people. What they fear and what they desire....
What makes them happy? They want that.
What do they fear? They want to avoid that.
What do they need? They want that.
The training for Sales is about knowing what makes people tick.
The training for Business is about knowing what makes people tick.
To learn sales - learn people.
To learn people - start with yourself.
What inspires you?
What do you fear?
What do you desire?
What do you need?
Those sorts of questions....
As you start to learn about yourself, and it will be a lifetime task, try to expand your knowledge of people by adding others....those you feel you can trust.
Study famous people who clearly understood people: Gandhi, for example.
Listen to motivational tapes: Covey's 7 Habits, etc
Business = Sales = People.
Get my point?”
First posted July 5th, 2011