|
How to Become a Winning Sales ACE -- and avoid getting shot down!
by
Waldo Waldman, The Wingman
If
you want to test the true character of a person, see how they respond
to adversity.
Watch how they handle the pressure of a lost sale, an angry client,
or a difficult boss. What do they say? How do they act? What is
their emotional state? Do they freeze up and get angry, or do they
buckle down and increase their focus and commitment?
The same holds true for those who would assume the mantle of leadership
in business. When adversity hits, how they respond in the market
will determine their ability to stay in business and win. Leadership
both on a personal and organizational level ultimately
drives the actions taken amidst crisis and change.
Today's economy is full of adversity. I call them "missiles
of business and life." It seems we are being fired at every
day. Rising costs of fuel, shrinking budgets, demanding clients,
and a lack of qualified (and loyal) employees all create an intense
and constantly changing environment. As soon as we think we defeated
one missile...BAM! Another one is fired. As soon as profits start
coming in...BAM, another competitor enters the fight.
The missiles will come and you will be fired upon. It's not a matter
of if, but when and how often. The key is NOT to get shot down!
In fighter combat, the best pilots who are able to adapt to adversity
and change are called ACES. They prepare relentlessly and are the
most focused and committed under pressure. They are the respected
and accomplished leaders in their squadrons because they don't run
away when fear knocks on their door. They buckle down and ultimately
take action.
The right action.
Here are a few tips that can turn you into an ACE and help you avoid
getting shot down on your next mission:
A: Attitude + Action: Attitude does not determine altitude.
Attitude plus Action does. Being positive and enthusiastic is a
critical component of success, but your customer ultimately rewards
your actions, not your positive attitude! An attitude that breeds
confidence is a by-product of disciplined preparation and mission
rehearsal. When dealing with a price objection, last minute competitor,
or late product shipment, it's the commitment, focus and sense of
urgency you have to fix the problem, provide value, and deliver
results that counts.
C: Customer: Success in business is not about you, your company,
or your product. It's about your customer. Prior to each meeting,
gather the latest, up to date intelligence (from multiple sources)
and commit yourself to meeting the needs of your customer. Be original.
Come prepared with questions. Learn about the person you're meeting.
If you're not focused 100% on your customer your target
you shouldn't strap on your jet to fly. (By the way, it can't hurt
to learn about your competition too ...but only after learning about
your customer.
E Environment: Every mission is unique. What works with one
client or industry, may not work with another. The environment in
which you and your customer operate will ultimately determine your
tactics. Was there a recent merger or perhaps some lay-offs at the
company you're meeting? How's their stock price? What's the nature
of the industry you're operating in? Who are you meeting? Who is
the decision maker? What resources (wingmen) do you have that can
help you prepare for your meeting? Never sell by the seat of
your pants!
Take it from somebody who's been shot at in real combat, the winning
ACE's in business and life prepare for the worst, but then expect
the best. They acknowledge adversity and develop the confidence
to overcome it by hard work and focus. But being an ACE is not easy.
You can either "push it up" on your throttle and defeat
the missile, or pull it back and risk getting shot down. It's your
choice.
I hope you'll push it up!
Waldo Waldman, The Wingman, builds team unity within organizations
as a high-energy leadership and inspirational speaker. A former
combat-decorated fighter pilot with corporate sales experience,
he is the New York Times and Wall Street Journal bestseller of Never
Fly Solo . To download Waldos Top Gun Motivation mission
briefing, visit www.YourWingman.com,
e-mail info@yourwingman.com
or call 1-866-925-3616.
Notes,
Quotes and Plugs
Start
Getting the Sales You Deserve. This is NOT your typical sales
book. You will find new sales building ideas and strategies from
50 leading sales experts. Get this book right now, read it, and
apply their expert advice to finally get the customers you know
you deserve. Learn
more.
Email magic! Email is the number one tool for sales growth
today. Learn how to get your buyers to open, read and respond to
your email. www.salesdog.com/email_power_prospecting.htm.
"You can't have everything. Where would you put it?"
Steven Wright
Let your fingers do the walking. SalesVantage is an incredible
directory of marketing and sales resources www.salesvantage.com.
Stay connected. RingCentral has a virtual phone system that
keeps you connected to your customers no matter where you are. You
can try it for a month free .
"Experience is that marvelous thing that enables you to
recognize a mistake when you make it again." Franklin
P. Jones
Reprint Permission. It's okay to reprint, redistribute or
use selected SalesDog newsletters in your blog, web site or for
in-house training. There is no charge. All we ask is credit and
a link. See your choices and get
details here.
We Must Be Doing Something...Write! Your comments and suggestions
are always welcome. My email address is Michael@SalesDog.com.
I read and respond to every email I receive. Important: Please send
your email to my address rather than hitting the reply button.
Do Us a Favor. If you found this week's advice helpful, please
forward
this page and invite your friends and co-workers who sell for
a living to join the pack.
The purpose of the SalesDog newsletter is to inform, inspire
and challenge you.
Note: SalesDog may be commissioned by some (but not all) partners
mentioned in Notes, Quotes and Plugs. Commissions make SalesDog's
tail wag!
|