In writing these optimistic lines, my intention has been to motivate people to undertake "The exciting adventure of their personal success", potential that is in the essence of every human being and that you only have to Sincerely Desire.
I think a salesperson who has been doing his job for years should ask himself the following questions:
* Am I satisfied with my performance?
* Do I carry out my work with passion?
* Is it all I can give?
* Does my family have everything they need?
But, the routine blinds us and the Pride of believing himself the owner of his route, clients and that he will always have current income, all this will lead him to decline and, if he continues to see himself, as a common seller, he will continue to be a simple seller more And when the years go by and the boredom of repeating the same idea of himself every day comes over him, it will take away that strength that is needed to permanently grow in the Art of Selling.
That is why the reason for this book, I humbly intend to change (those who wish) the mentality of the traditional salespeople of this Company towards higher goals and achievements, although I have done studies and only 5% of the people “Really They seek to progress.
Great salespeople are great because we're on our knees, so LET'S GET UP!
Why not think and act like a true Sales entrepreneur?
A seller has the same weapons and resources of an Entrepreneurial Entrepreneur such as: Products, Prices, Advertising, a Territory and a Management to be carried out, "Identical" to what an entrepreneur of whatever size executes. "Thinking Big" is not bad, on the contrary: They say that some hunters came across a tribe that wore beautiful plumes of eagle feathers. Surprised, the hunters ask how they did it to hunt these birds, when everyone knows that they fly hundreds of meters, "We are not aiming at them, but at the Moon."
A great truth follows from this: "If you think big, you will make the maximum effort and even if you do not achieve it 100% you will undoubtedly achieve goals that you did not imagine before."
THE ACTIVITY TRAP
When we start a job we are very clear about our objectives, but as time goes by we get caught up in the daily routine. We get up, we take the vehicle, we visit clients, we take orders (we forget to sell), we charge, we go to the Company, we render and again for the house and we wait at the end of the month for the check with the commissions to be delivered to us.
The verb "sell" transforms it into a noun and we say "Sale". When the boss asks them how have you been? They respond Boss, sales are weak! (Noun) the seller with this, tries to say that the sales are bad… but he forgets that He was hired to carry out the action of selling (verb). It is common for them to use the excuse: "The supply failed me" "The sale is bad" "The competition has better prices and they have all the products" "Nobody knows the jerky, it is not different from the others, the price does not compete. "We do not have advertising on TV" "The market is saturated"… etc, etc, etc, but, despite everything, they settle for their income, at least that's what I see today.. A good tactic is to write down your ideas just as they occur to you.This record will ease the conscious brain. Only when you feel that the next day is under control and that your head is not full of "loose ends" will you be able to enjoy the present moment.
If we want to get out of the chaotic situation of disorganization, we must set some objectives, which must be:
- Very specific and specific.
- Few but very important.
- Compatible with each other.
- Achievable, but with difficulty.
- Quantifiable (as far as possible).
- In installments, and even with intermediate steps to facilitate its monitoring.
- Written and easily consulted.
- As situations evolve, the objectives also evolve.
- And one's own evolution and personal development should make the importance of things vary.
Similarly, these objectives must be assigned priorities. Having defined the objectives supposes the existence of a work course.
But the objectives are not achieved if it is not through the activities that are carried out. The "activity trap" is that we are so busy doing what we are doing that we forget what we are doing it for. Establishing the priority of each activity is the best, and almost the only, possible guarantee of achieving the efficiency required in each job, mainly in sales.
Observe the elephants next to the tent of a circus that are imprisoned to a rope and a small stake, which only with a pull with its leg can throw it away and flee, but it does not. Why? When they are hunted and are in a wild state, they tie it to a large stake and when trying to throw it away it is impossible because it is a meter and a half deep, so it is impossible to escape….but with time they get used to it. and they do not make any effort to free themselves from their tie, at that moment they change the stake for a 30 cm.
That small stake is what binds us, it is the "Routine" that traps us and that a small mental effort can defeat it, we just have to firmly desire it. An opportunity is always being awaited and we do not realize that we are sitting on it and we do not see it.
The opportunity
A religious group used to use a hotel for its many congresses whose motto, written in large characters on the lobby walls, said: "NO PROBLEMS, ONLY OPPORTUNITIES."
A congressman approached the reception desk and said: "You excuse me, but I have a problem…"
With a smile, the receptionist replied, “We have no problems here, sir. We only have opportunities.
"Call it what you like," said the other impatiently, "but there is a woman in the room assigned to me." We do not know the opportunity until it passes by us and we let it go…
Can you beat a giant? Maybe not war, but many battles… Why do you think David won the giant Goliath?
Because he used a weapon that nobody expected "A modest sling". What could be our weapons? ¡Our brain ”¡our values, our self-imposed goals, our planning, our innovative way of thinking, our Talent, Imagination, Risk capacity and a great Persistence… attitude that only we make in our mind, since nobody lends it, sell, or give away. -.. Fear does not allow us to perform well because we stop trying new things that would advance our goals. We don't want to fail, we don't want to fail in front of our peers, and we don't want to take risks when we have no control over the results. However, when we control our fears, we ultimately lessen them. Having confidence in our abilities and actions is what allows us to put our fears aside.
From a purely biological perspective there is no evidence that the human being has reached its maximum degree of physical development.
The great elite athletes show us in each competition and in each discipline how the improvement of the human being does not seem to have limits.
It is no coincidence that the old records are falling one after another; even the ones that seemed insurmountable.
The brain, as an integral part of our body, has also had a spectacular development; more spectacular if possible than the rest of the body.
Let's think, for example, that prehistoric man was not capable of running the hundred meters in less than nine seconds, but that he was already running to preserve his survival or to hunt and that he did not do it in a particularly different way from how our athletic champions do. current.
Prehistoric man also lifted great weights, although perhaps not as great as our current weightlifting champions, or threw his javelins at their prey with uncanny precision, although it is also possible that they did not do so as far as today's throwers.
However, we can say that although the physical overcoming barriers have been overcome by man over and over again until reaching the current results, the differences are not as spectacular as those found in the development of the human brain.
The brain of prehistoric man, very similar in size to the current one, has multiplied its neuronal connections in such a way that the development of humanity no longer follows an arithmetic but a geometric growth.
The achievements made by Humanity in the last two thousand years are unparalleled with the rest of its history, but in turn the development achieved in those last two thousand years are not comparable with the last fifty.
However, some think that we have created such a stable and secure environment (even if only in the West), that it curtails the possible evolution of the brain. According to them, by not having to fight and adapt to new adverse environmental circumstances, the brain would have stopped growing.
It is quite possible that the adaptation of the human brain to the environment no longer requires the increase in size as spectacular as that recorded during the first two million years of evolution. Let us remember that the size of the brain of modern man is significantly greater than that of the hominid from which it comes and that it also weighs almost a kilogram higher than those of the latter.
Likewise, the network of neural connections is already so highly complex that most experts agree that many of these connections are not sufficiently "used".
It may be that the new challenge in the physical development of the human brain is not, therefore, that of increasing its size or increasing its capacity, but precisely focuses on a reorganization of its neural connections forced by the new environment in which it must develop and, consequently, make better use of existing neural networks.
In this way we can expect new achievements and new marks from our champion in the next millennia.
Los Gigantes mistakes Over time they are self-indulgent, they do not act intelligently, they get carried away by their large size, they do not apply updated techniques, that is, they create fat and fall into a routine.
«The challenge is not in being able to win the giant, but in knowing how to overcome the fear of facing him»…
The 7 Faults of the Traditional Seller
1) You do not have objectives, goals and plans in your work.
2) It does not update its sales knowledge that usually changes according to
the market.
3) You don't manage your time well.
4) You do not take advantage of work meetings with your company.
5) Does not make decisions when necessary (negotiating).
6) You do not use communications to get collaboration from your bosses in your
company and with clients.
7) When he achieves a good income he "relaxes" and assumes "The arrogance of the seller."
When a salesperson starts in a company and over time sees his income grow, he assumes the pride of believing that he owns his route, his clients and that he is irreplaceable… at that moment his productivity begins to decline and when for one reason or another he is fired and a new salesperson is hired, sales on that route decline, but soon after the client buys again, since his business is more important than the friendship assumed with the previous salesperson.
Solution to the first failure: Lack of objectives and Plans
Only 5 minutes each DAY to think and write down your objectives (what is not written, does not exist), to fix them or change them if you have already imposed them on yourself, study the plans to reach them, if they do not serve you "Change them", the The truth is that there are no plans sculpted in stone, read "The executive to the minute" and you will learn to reflect on its management.
When we face a wall on our way… we can dig a tunnel around it, jump over it or set it on fire… but never give up.
Solution to the second failure: Lack of knowledge
Get trained! It is never too late for this, study the competition and see their mistakes, read business magazines, find out daily about the news of the field, analyze management errors such as "El Transantiago", analyze the success of innovative companies, look for new ways to grow as professional and as a person, use your imagination looking for new ways of selling.
Solution to the third fault: Time
An average person lives 80 years today in Chile, but is that time for Him?
LET'S SEE: Let's analyze that all that time
1/3 spends it sleeping are …………………………………… 24 years
since he is born and raised by his parents they tell him what he can do and not do are …………… 12 years
since we study and work 1/3 of our lives ………… 24 years
watching TV average 1 hour daily total ……………………… 10 years
arguing and having unnecessary bad times …………… 10 years
Total: 0 years for us. (?)
Wasting time
As the world of work is designed today, we all work at 120 to 130 percent of our actual capacity. We live without respite. Our workday is so intense that we hardly have time for other things.
In addition, more and more is being demanded of us, where until recently four people worked, now only three work and have no doubt that in the next restructuring only two will remain. Meanwhile, the work increases.
None of us are supermen and sooner or later overexertion can take its toll.
In such circumstances a reflection is necessary: we must learn to better manage the time we have.
If we have too many things to do and little time to do them, we can start to feel overwhelmed. Managing our time more rationally will help us to take control of our lives again.
An optimistic and positive attitude strengthens our confidence and provides us with more energy to face our day to day.
We must learn to prioritize. We know what is most important and therefore we know what to do first, we know that it is secondary and that it can wait. We also know what is unimportant and therefore we must stop doing.
By simply exercising this power of choice, of prioritizing some tasks over others, we are exercising our freedom and we feel more power over our lives.
We can identify those activities that bring us the greatest benefit and put aside those that do not or have stopped doing it.
Proper management of our time implies a better use of our life, but in the field of work it can mean endowing our activity with an added value that contributes to providing greater professional recognition and even greater remuneration for their work.
That's right, because we must remember that the lack of time to develop our activities is not only a personal problem of yours but that of everyone, your boss, your boss's boss, your colleagues or your subordinates.
We all suffer from the same problem, so it is essential to become an expert manager of our time who knows how to get the most out of it. There we can find the difference between our use and that of others, also feeling ourselves owners of our own life and our own decisions.
There are 3 types of Time: * The wasted which does not contribute anything. Example: all unproductive activity (there are many). * The routine. Example: driving, visiting clients. * The Productive. Example: when we are exercising the verb SELL.
Solution to the fourth fault: The meetings
How many missed meetings, that we did not take notes, that we did not ask questions out of shame… we did not listen actively.
Currently the number of meetings that a person faces throughout their working life is quite large. Likewise, the attitude that each of them presents is very different, as well as the role that each one acquires.
The attitudes that do not promote collaboration, or the smooth flow of the meeting, all they do is generate significant time wasters for all their colleagues.
The profile of the participants in the meeting is very varied and very characteristic in each case, however we could get to give a small brushstroke of each of them.
We could speak of a clear distribution of roles with very marked personalities, which are the ones that will take part in the play that will be performed around the meeting table.
In the first place we could highlight the figure of the jester or charlatan. It is that character who at no time represses his desire to speak and constantly intervenes to give his point of view.
He never takes notes, and what he tries is to be the center of the meeting, not to go unnoticed. It could be said that it is perfectly integrated into that habitat.
He is not a person who concentrates on the meeting, he prefers to sweep his gaze at all the attendees, without paying special attention to anything in particular. Look at everyone and everything at once.
Beside the charlatan is usually the shy of the function. Which seeks to go unnoticed and, in no case will seek to get the main role of the meeting.
He does not know how to position himself and almost always acquires an unstable posture, which does not allow him to acquire the desired comfort. In short, he does not know how to position himself, since he fears invading the living space of his companions, when generally it is he who is invading his space.
Solution to Fifth fails. Decision making:
We immobilize ourselves before decisions and do not take advantage of opportunities
(such as the knowledge in this book), we delay and others take advantage of it. when it's late
Push the vaquita
Once upon a time there was a Master of Wisdom who was walking in the fields with his disciple, when they came across a humble wooden house that was inhabited by a couple and their three children. They were all poorly dressed, in dirty and torn clothes. His feet were bare and the surroundings were extremely poor.
The Master asked the father of the family how they did to survive, since in that place there were no industries or commerce, nor was wealth to be seen anywhere. Calmly, the father of the family replied: «Look, we have a vaquita that provides us with several liters of milk every DAY. One part we sell and with the money we buy other things and the other part we use for our own consumption. In this way we survive.
The Master thanked the information, said goodbye and left. As he walked away he told his disciple: "look for the cow, take it to the cliff and push it into the ravine." The young man was shocked, since the cow was the only means of subsistence of that humble family. But he thought that his Master would have his reasons for this decision and with great regret, he led the cow over the cliff and pushed it. That scene remained etched in his mind for many years.
At the end of time, the disciple, blamed for what he had done, decided to leave the Master, return to that place and apologize to that family that he had hurt so much. As he approached that place he saw that now there were trees, a beautiful house, a parked car and many children playing in a wonderful garden. The young man felt sad and desperate to imagine that this humble family had had to sell everything to survive. He asked about the family that used to live in that place and they answered that they were still there, that they had not left. He ran into the house and realized that it was inhabited by the same family as before. Then, he asked the father of the family what had happened and he, with a broad smile, replied: «We had a cow that provided us with milk and with which we survived.But one lucky day the cow fell off a cliff and died.
At that moment we were forced to make decisions and develop other skills that we had never imagined possessing. In this way we began to prosper and our life changed.
Solution to the sixth flaw: Communication
It is a basic and vital need among us, the people. However, it manages to become dramatic, unspecific, incoherent, empty, unsatisfactory and how many more negative adjectives, which cloud such a beautiful linking process. So what is true communication?
• Fernando Flores: says "Human communication is everything." Communication involves four types of acts, promises, requests, statements, and affirmations. The most important thing is not the information but the act, which is linked to a commitment. There is also the interpretation of who receives the communication. "
An overweight woman drives a car with her daughter along a corridor road in Córdoba. Suddenly, from the opposite hand, another car appears driven by a man who when passing by her yells: "Cows!" The lady is outraged to hear him, begins to insult him as if looking back and meanwhile develops an internal conversation about how fat she must be to generate that this man has yelled that at her. Suddenly she takes a sharp turn and finds that her path is full of cows. It's too late. Not in time to stop. If only she could have heard the warning they gave her about the other car.
The traditional view of language has given priority to speaking over listening, under the assumption that it is enough to be present and attentive in the conversation to understand it. We argue that the part of listening that involves understanding or interpreting what we hear is a linguistic phenomenon that originates from the type of observers we are rather than from what we hear.
So what is listening?
We say that it is HEAR + INTERPRET.
Hearing is from our biology while interpreting is linguistic. Listening to the "ringing of a bell" we would say that the "so-so" is what we hear and bell is the interpretation we make of what we hear.
Traditionally, "communication" was understood as the transmission of information. Where there was supposed to be a sender who emitted a message, which was received by a receiver. In fact this happens in technology but we do not see it work between human beings…
Let's see if this makes sense:
COMMUNICATION = COMMON ACTION
In communication there is no talking without listening and vice versa. The dance that takes place between the two is what we call CONVERSATION.
Listening gives validity to speaking because it is listening and not speaking that gives meaning to what we say. Let's think how many times we place an order and they bring us something else. What produced results, speaking or listening?
In the story of the beginning, what precipitated the accident was the listening that did not exist. That is why we say that: "We say what we say, but the other listens to what he hears."
We say this to validate that the key to “listening” is not in the content of the message of the speaker, but in the interpretation that the listener makes of what has been said and how this modifies their scope of actions and future possibilities.
To listen in another way requires:
• Be open to the new. When we hear we are not thinking “I already know what they are saying to me.
• Accept the other as someone different from me. Not judging what he tells me while he talks to me
Meeting at the Carpentry
They say that there was once a strange assembly in the carpentry. It was a tool meeting to fix their differences. The hammer exercised the presidency, but the assembly notified him that he had to resign. The cause ?: It was making too much noise! And besides, he spent his time hitting. The hammer accepted its guilt, but asked that the screw also be expelled; He said you had to think about it a lot to make it work.
Before the attack, the screw also accepted, but in turn requested the expulsion of the sandpaper. She made it appear that she was very harsh in her dealings and always had friction with others. And the sandpaper agreed, on the condition that the meter that always spent it measuring others according to its measure, as if it were the only perfect one, be expelled.
At that the carpenter came in, put on his apron, and began his work. He used the hammer, the sandpaper, the meter, and the screw. Eventually the initial rough wood was turned into a pretty piece of furniture. When the carpentry was left alone again, the assembly resumed deliberation. It was then that the saw took the floor and said: «Gentlemen, it has been shown that we have defects, but the carpenter works with our qualities. That's what makes us valuable.
So let's stop thinking about our bad points and concentrate on the usefulness of our good points.
The assembly then found that the hammer was strong, the screw united and gave strength. The sandpaper was special for refining and filing rough edges and they observed that the meter was precise and exact. They felt then a team capable of producing quality furniture. They were proud of their strengths and of working together.
It occurs the same with human beings. Watch and check it out. When staff in an institution often look for faults in others, the situation becomes tense and negative. Instead, it is by sincerely trying to perceive the strengths of others that the best human achievements flourish. It is easy to find flaws, any fool can do it, but to find qualities, that is for the higher spirits who are capable of inspiring all human successes.
Poor communication between people always calls for conflict
Solution to the seventh fault: When you think you have reached the top
When he has reached the maximum income he "relaxes" and assumes "The arrogance of the seller":
When he starts in a company and over time sees his income grow, he assumes the pride of believing that he is the owner of his route, his clients and that he is irreplaceable… at that moment his productivity begins to decline and when for one reason or another he is fired, hires a new seller, sales on that route decline but soon after the customer buys again since his business is more important than the friendship assumed with the previous seller. When you reach the top of your achievements, you must work harder than before because a mistake can lead to failure. Plan your activities realistically and take care of your limitations. Avoid isolating yourself, stay in contact with those you work with and be an antenna to what happens in your work environment. Adapt to restrictive situations especially when supplies fail.Do not overdo it, act with humility. Cultivate a pleasant personality. And above all, help others! Check out these tips:
• Seek advice from those in the know
• Don't be obsessive, but be disciplined
• Don't always do the same thing
• Always be gradual and progressive
• Enjoy what you just did
• Rest one day a week is recommended.
• Sleep no less than seven hours.
• The family also needs rest.
I tell them: “No one can guarantee the future. The best we can do is see the opportunities that are sometimes hidden, calculate the risks, estimate our abilities and resources to face them and once the decision is made, put all our heart and love for the family… and have confidence in it. success.
A healthy ambition is not a defect, on the contrary, it is an extraordinary mechanism to advance in life.
Work on this book, take it with you everywhere, when you have time read it, whether it is waiting for a client, when you travel and not drive, underline what interests you, use it with your children to motivate them and you will achieve spectacular results. Juan Don Pollo Let's imagine a supposed case, I think it could perfectly be: Let's suppose that Juan Don Pollo is a current seller of our Company, he has an old truck, an area, products, competitive prices, he is married, he has 6 children, he earns $ 800,000 gross and it is difficult for him to support and educate his children since the expenses are 40% of his income.
Read this book, think for a few days and assume that you want to grow… you have the resources that I mentioned, how could you do it?… first get mental… that the idea does not leave you alone and then makes a plan: how one of your children cannot find a job and he has just finished his secondary education, makes the decision to train him for 3 months and teaches him everything he knows about his work, later in the 4th. month he sends him to the route a DAY before to take and exercise the verb "SELL", already previously trained in Sales techniques, the next DAY Juan delivers to customers the orders made by his son, so on every day… like this son goes without the pressure of time manages to increase sales by 15% the first month, 20% the second month, 30% the third month.
Throughout this time, Juan continues to train through this Book and attends Sales courses, reads magazines on the subject, reviews his objectives and plans, improves his techniques of the Verb Vender, in company meetings he takes notes, talks with his bosses, ask about new promotions and write down, make good use of your time on the road and exchange information with your colleagues and bosses, in this way increase your income and if you do not commit these 7 failures of the traditional seller, a year you can grow your income or, maybe before, 100%, with which you buy a new 0-kilometer truck with a greater capacity, request a new route that is poorly attended or an extension of the current one, committing to the company to maintain the current growth level in a reasonable%,what the company wants and gives this route to his son already prepared, then he trains another son who did not stay in the university and repeats the process improving him, since he has the experience to train him, with this his company is already formed Sales, you can now buy new larger trucks and you can continue to think of higher goals and manage all the details of the business from your office, significantly improving the quality of life of your beloved family and at the same time it has given a profitable activity to your sons. "He magnified his job" he grew sideways, he did not wait to be promoted to sales manager to increase his income.With this, your Sales company is formed, you can buy new bigger trucks and you can continue to think about higher goals and manage all the details of the business from your office, significantly improving the quality of life of your beloved family and at the same time You have given your children a profitable activity. "He magnified his job" he grew sideways, he did not wait to be promoted to sales manager to increase his income.With this, your Sales company is formed, you can buy new bigger trucks and you can continue to think about higher goals and manage all the details of the business from your office, significantly improving the quality of life of your beloved family and at the same time You have given your children a profitable activity. "He magnified his job" he grew sideways, he did not wait to be promoted to sales manager to increase his income.He didn't wait to be promoted to sales manager to increase his income.He didn't wait to be promoted to sales manager to increase his income.
"I insist"…. Juan was not smarter than his colleagues, only that he felt the need to improve and assumed a fundamental attitude of enthusiasm and love for his family. Those who do not achieve their objectives are those who have NOT built that ATTITUDE in their mind, that simple. If you they mentally visualize what that better future would be like every day… They are loading with a mental program to that magnificent computer that GOD gave us "our brain".
It happens to most people that they project something, they give themselves to work and when they face some problem or difficulty, they abandon everything. Possibly, the desired success is only a meter away from where they stopped.
It is very common to find people who are launched to do something without any prior meditation, without determining what their objectives are, what are the means available to carry them out, the previous steps they must go through.
These people “plunge” into work achieving in most cases undesirable results and even spoiling a good project.
The danger of not planning is in encountering many problems that could otherwise have been avoided, making everything slower, more expensive, going around a lot to always get to the same place.
This attitude also has a secondary effect and it is to discourage those who do it this way, who ends up having a very negative vision of any project, leaving things unfinished or ending them badly.
To avoid this type of problem, we propose a series of very simple tips that will save us more than one trouble when planning any project.
First of all, we must consider how important it is to be clear about the goal that lies ahead. That is why it is important to think things over calmly before acting, evaluate the pros and cons of our project and what tools we have to do it. This will help us when we start to discard those aspects that are not important or that at that moment separate us from our goal.
Prepare a list of tasks, previous steps, "a shopping list", is not a useless task. Quite the opposite. Putting everything we have to do on paper will give us a vision, a more concrete mental map of everything we have to do. To do this, and although it seems obvious, there is no choice but to write it down: use a pencil and paper.
That is why we speak of a “shopping list”. We can cross out those activities already finished as we get it. This is also a good way to motivate and encourage ourselves. We will see how we are overcoming stages, doing things, in such a way that every time we will have more things on our list already crossed out and less and less pending.
Another tip to start our projects is to talk about them.
It is surprising how talking about a problem can help us find the solution to it. Others can help us find new perspectives that we had not contemplated, but it is that we ourselves when talking about it we can realize new aspects about which we had not realized.
We never know where the key for a new project may be, and keeping ourselves always alert and involving others about it can give us the key we need.
Without a doubt, one of the best tools we have to start any project is our imagination.
At any point in the process, we can imagine ourselves carrying out that project, what we are going to need, the steps we must take, the tools we need or the possible obstacles that we may encounter and how we are going to solve them.
The power of imagination is great and we can see it if we apply it in our projects.
Life, in general, is much easier if we develop the habit of planning. Even leisure can and should be planned. We must imagine what we want to do next weekend, next year's holidays, what we want to do, how we are going to do it, what we need, imagine ourselves doing it, enjoying…
Planning things makes everything easier and faster and with better results. In addition, good planning can also help us if we want to improvise later. These two concepts are not at all at odds. Quite the opposite.
Be A Good Salesperson
It seems simple, but it is not so simple.
Business relationships are changing at breakneck speed.
What was the latest fashion yesterday is now obsolete, no longer valid.
Until a few years ago, an aggressive, fast salesman style was common. He set the pace for the relationship and closed the deal quickly.
Today times have changed because the market has also changed and the mentality and needs of the customer have also changed.
It is the client himself who sets the pace. We must know how to adapt to it.
Large companies are placing increasing importance on the preparation of their commercials. In the production process, the production of products with current technology is increasingly simple, more dynamic and cheaper, the problem is to sell these products with an efficient sale.
The main fundamentals of a good salesperson are unchangeable.
Techniques change because the world changes, but there are certain peculiarities that are still valid and that are convenient to know regarding the sale.
A good salesperson is always a good observer. In the sales process, no one is free to make mistakes, but the good salesperson is one who knows how to observe where the fault is and learn from it.
Ultimately it teaches us that there is no failure, only feedback: we learn from the mistakes of the past.
Currently, sales techniques are based much more on establishing a good relationship with the client, laying the foundations of a solid emotional relationship, than on closing the sale at full speed.
It is often said that the closure should never be forced, it comes by itself. We are the ones who must be aware of when the time is right.
That is why it is more important to do things, even if it is wrong, than not to do them.
No one is born learned and no one expects us to be infallible and do everything right the first time. Errors and falls will make us improve a little more every day.
Most of the great salesmen, or the great painters, or the great masons take their trade as something interesting and fun. It is important for every human being to have fun, to have fun with what he is doing.
A good salesperson enjoys his work, the economic remuneration comes later as something added. It is inevitable not to earn money with a job well done and with which we are enjoying.
Sometimes this is difficult to believe, but we can always find something pleasant and that we like about our work, no matter how unhappy we are with it.
Last but not least, we must assume that we ourselves are responsible for our own lives, for our successes and for our failures.
We cannot for a minute leave the responsibility for our existence in the hands of others.
It is very easy to blame others for everything or even blame fate and bad luck for bad results, when it is in our power to improve them, learning from past mistakes.
But above all, what will make us succeed in any field and sales is no exception, it is really knowing what we want to do.
If our goal is clear there will be nothing or no one who can stop us. We will know how to establish our priorities at all times and we will pay due attention to each of our actions so that they are directed towards the desired result.. America's Biggest Salesman In 1966, Arnold Schwarzenegger shared his dreams with a friend, and told him that he wanted to live in America to become not only the best-known bodybuilder in the world, but a movie star. But perhaps he failed to add that he wanted to become related to a prominent American family and be governor of California, not to mention being the highest grossing star of all time and becoming a businessman. But Schwarzenegger had to prove that bodybuilding was as legitimate as any sport. Then,he had to "sell" the image of a foreign actor with a peculiar accent and burly muscles. And more recently, he has had to convince the electorate of his ability to manage, despite his limited political experience.
After all, no one can doubt that Schwarzenegger is the greatest salesman of this generation.
The actor of films such as: Commando, Predator, Running Man and Total Recall, has been characterized by having achieved the goals that he has proposed, by dint of dedication and perseverance. Additionally, it has given its effort to activities of a social nature, such as the Special Olympics and the dissemination of the benefits of physical exercise and leading an active life. His interest in politics took its first steps in 1977, when he declared to the German magazine Stern that once his film career waned he would have to seek another center of attention; maybe power. This idea came to fruition in 2003 with his launch for the governor of California.
Knowing that he had the sympathy of his followers for his work in the cinema, Schwarzenegger did not adopt a conventional campaign, but put aside interviews and debates in the media and presented himself as a totally new option. He sold himself as a "man of the people" with no personal or private interests to pursue. Arnold came to governor with the support of Republicans, Democrats, and independents. But winning the elections is one thing and effective government is another.
Today, although no one can assure you that Schwarzenegger will bring California out of its crisis, residents seem to trust its leader (recent polls give his management 65% approval). The bigger question is whether he will be allowed to fulfill his duties. Recently, a request was made to eliminate constitutional restrictions to those who were born outside the country to opt for the Presidency. For a man who has accomplished all that he has set out to do, even the Constitution of the United States may not be an obstacle. "That would definitely be the most impressive sale of all time."
An example to follow: The Seeker
In a rural region in the south of the island of Tenerife, Spain, in the mid-1950s, an individual bought a five-hectare farm. The land was very fertile and promised to yield two bountiful crops a year. However, there was a problem that was typical on the island, there was no nearby river or stream to irrigate the summer crops. On the other hand, it didn't rain enough and it couldn't store rainwater for the dry season either.
The man then thought of digging a well and thus ensuring that there was never a lack of water throughout the year for his family as well as for crops and livestock. He set out to work it with pick and shovel for a few months. He knew that his father's farm, which was in the northern part of the island, had obtained water from a depth of ten meters. He started working and on the first attempt he dug a twenty-foot well but stumbled upon a rocky bed. So he went to a lower part of the farm and started again.
He had already dug a five-meter well when his wife made him realize that if he could get water in that part of the farm, it would be very difficult for him to transport the water to the upper part where the arable land was. The only way to irrigate in that region in those years was by taking advantage of the action of gravity, since the technology had not yet reached the island. So he moved to a higher part of the farm and started digging again.
After some time, about 50 meters from his home, he had dug a well that was about eleven meters deep but still, he had not found the precious liquid. At that, a relative came to visit him and made him understand that it was not the correct way to work. The relative told him that the best place to dig was in the upper part of the farm and in an area where very lush trees grew, since that was a guarantee that their roots had found abundant water. The man started again in the place where his relative had indicated.
He worked hard, but when the new well was ten meters deep without achieving any results, he gave up. One day a visitor came offering him good seed for sale for the next planting. The visitor became interested in the man's problem and told him that unfortunately on all previous occasions he had mistaken the right place to dig a well and get water. He pointed out that the ideal place according to him was the highest part of the farm but very close to the base of the mountain. At all these the man was already furious, but, even so, he began to dig again and did so until he reached eleven meters deep.
Needless to say, he didn't get any water in that place either. He was tired, short-tempered, and full of debt. So, furious at his "bad luck", he decided to sell the farm, move with his family to the capital and seek employment as a dockworker.
Discouraged, days later I sell the farm cheap. The buyer of the farm was incredulous at the fact. He hired a well specialist to obtain technical information. The technician's report indicated that the water in that region of the island was from a depth of twelve meters. He also pointed out that the previous owner could have found the water anywhere on that land if he had dug to that depth. Imagine, just a meter farther from where the man had stopped digging twice, there was water!
As is to be expected, the buyer of the farm became rich with the abundant harvests he achieved. Furthermore, it was the only farm in the region that had five water wells. The previous owner almost lost his sanity when he learned of the technical report and the abundant water obtained.
I am sure you know many people who possess attributes such as: education, culture, intelligence, talent, understanding, wisdom, strength and dexterity, and yet this has not automatically guaranteed them success. Why not? What about yourself? Have you set goals and objectives throughout your life, drawn up action plans, and acted on them, and yet you haven't been able to achieve them? Why not?.
Yes because? It could be due to a lack of PERSEVERANCE or ENDURANCE!
After doing a thorough analysis, it becomes clear that in most cases where people set goals, made plans to achieve them, and implemented them, and yet they did not reach them, the fault was that they simply they did not persevere in order to succeed.
Over and over again in all cases, it is found that after a while, as obstacles appeared, they lost confidence and enthusiasm, gave up and changed course. Of course, for each experience they always found an excuse not to persevere. And so they developed a habit, which eventually became the habit of "not finishing what you start."
Causes of lack of perseverance.
What are the factors that bend and curtail the perseverance of most people and cause them to abandon the path of success? There are several of them. Some of these factors are brought out in a real life story.
LEARN FROM MISTAKES
Thomas Alva Edison tested more than two thousand different materials to make the filament of the electric light bulb, of his invention. As none of them served, his assistant complained: “We have worked in vain. We learned nothing. " "Sure you do," Edison replied. “On the contrary, we did many things and we learned a lot. Now we know that there are at least two thousand elements with which the filament of the light bulb cannot be made.
According to the Academy's dictionary, ATTITUDE is "outwardly manifested disposition of mind." There are sales studies that show that ATTITUDE is one of the characteristics that separate salespeople from the crowd, from their more prominent and successful colleagues.
This is true and applicable to life in general, not just product marketing. The happiest and most successful people are always SMILING, ANIMATED, OPTIMISTIC AND PERSEVERANT in front of life.
Let's stop looking at the world in black white, remember that it has a wide range of colors!
Let's learn to turn failures into triumphs! Let's raise our heads and laugh heartily at the negative attitudes of the dream destroyers! Let us look with the mind's eye at the beautiful and splendid sunrise that is hidden at the end of the long dark night!
Persistence is the key
Another example: The survivor.
The event took place in a coastal city called Barranquilla, in the South American country Colombia. The traditional calm of the nights of that beautiful and friendly city was suddenly interrupted when the news of the sinking of a tugboat was known.
Deployed to assist other ships in danger, a well-known tugboat was now becoming the center of a tragic drama at the mouth of the mighty Magdalena River in the Atlantic.
The case had occurred when the tugboat was trying to rescue a foreign ship in serious danger. The maneuver had been impossible because a chain of the propeller of the engine had burst, making it impossible to recover it due to an extensive layer of oil that was on the water. The chain had become entangled in the propeller, completely paralyzing the operation of the engine, so that total sinking was about to occur at any moment. With the aid of the binoculars, the figure of a man desperately clinging to it could be discerned at the top of the mast.
The scene of this indomitable fighter clinging to the top of the mast offered a moving spectacle, in such a way that the news quickly circulated throughout the city leaving everyone stunned and fearing for his life. The drama was in full swing.
The night had been awful. The sailor clinging to the mast was completely disfigured by the long anguish. His hands were skinless and their flesh was bare and livid. It is inconceivable how this man had been able to withstand pain through a terrifying and endless night. Here is his own story, as it appeared the next day in the morning LA PRENSA, from Barranquilla, on October 29, 1943: «At nine o'clock at night, when the ship sank and we knew nothing about the others, there were three of us clinging to the mast… The waves were very strong and it seemed that they were going to drag us. About two hours later the engineer shouted at me: 'Compa Fernando, I'm already tired. I'm not going to take it anymore. ' Then a wave came and took him away. Mora resisted a while longer, but finally got tired too. Like one in the morningWhen the hurricane was strongest, he yelled at me that they couldn't save us, that he was wearing a life jacket and that he was going to jump into the water, whatever it was, because his strength was running out.
"I was left alone. My hands hurt horribly. I was slipping and with each slip my skin went away. But I kept holding on. When it was dawn I had more hope that they would save me, but I hardly felt my hands anymore. He supported me with his elbows, with his arms, with his legs and with his whole body and watched each wave to hold me stronger. I saw that the ships could not arrive and that the planes could not do almost anything that would work either. But, I don't know why I was still hopeful. When I saw the sounding boat I realized that it must be Captain Barros, the only one I knew could get there. He was getting into the whirlwind and with one last effort I went to help him myself. I thought if I let him keep moving he would turn around and perish too. One of his sons had already died in the sinking of our tugboat.So I jumped into the water to see if I could swim to the boat before the sharks caught me and I got there. Captain Barros helped me up.
It was the captain of the sounding boat, Miguel Barros, who appeared to request the proper permission to attempt the rescue from the competent authorities. He was repeatedly warned that this would be going to certain death. But at last he was allowed, and he threw himself into the sea in a dramatic struggle with the waves. The launch moved little and very slowly and always against a whirlwind of dense foam. It was only able to go so far, so that the survivor had to jump into the water, after 16 hours of fierce fight for his life. In the midst of sharks that infested the place, he swam about 100 meters until he reached the rescue boat, where the captain helped him up. He had been saved!
This case reminds us of another greater tragedy. Hardly a novel writer could have devised a drama that so completely and vividly represented the world tragedy suffered by man. We have all started the journey of life, but it has become challenging and very dangerous due to the wrong customs and teachings that have originated from the negative beliefs that human society has invented as a result of the chaos in which it has lived for centuries.
In such a desperate and chaotic situation, in the first place there is a great majority of people who have abandoned themselves to their own fate, renouncing all kinds of struggle and allowing themselves to be dragged without any resistance by the waves to an atrocious vortex.
Second are those who strive for a while and then give up or perhaps continue on and off striving throughout their lives to achieve their goals and dreams.
And, thirdly, there are those who, aware of their unfortunate situation, instead of abandoning the fight, learn that the road to success has four basic steps: (1) Goal, (2) Plan, (3) Action and (4) Perseverance. They strive, improve, persevere, and achieve their first triumph. Then they repeat the process and make it a habit and habit a habit. They are the winners!
Goals, plans and actions are not enough to be successful. You must persevere until you succeed. "
Portrait of an entrepreneur
Business failure - bankruptcy, 183
Defeated in the Legislature, 1832
His girlfriend and fiancée dies, 1835
Has a nervous breakdown, 1836
Defeated in elections, 1836
Defeated in elections for Congress (USA), 1843
Defeated again in elections for Congress (USA), 1846
Defeated once again in Congressional elections 1840 USA, Defeated in Senate elections (USA), 185
Defeated for Vice President (USA), 1856
Defeated again for Senate (USA), 1858
Do you have any idea who it is? Abraham Lincoln, Elected President of the United States, 1860.
A real case
I met a young cheese seller who wondered one day why some people are doing well in life and others are not. Am I going to be a seller all my life? He did not like the answer, so he began in his mind to think how he could make this just the beginning of something important, the idea could not be removed from his mind…
When he was 27 years old, his first child was born, he felt great emotion and thought, what would his son's future be like, what his life would be like, he realized that he depended only on Him and that no one would help him… he sliced his brains out thinking how he could do it to develop and therefore his newborn son… he began to ask other people with a good situation, how they had achieved their success in life, to be able to do the same as them… the answers were: I was lucky. that I worked a lot… others who didn't really know it because they had never asked the question, so with this answer, he was more confused than before. Years passed and by chance the book "How to win Friends or how to influence people" by Dale Carnegie came into his hands and he realized that the results of his success or failure were not going to depend only on Him,If not, his environment of people with whom he related, wife, friends, bosses, colleagues, etc. would help him a lot. He began to apply these teachings and slowly improved his work and personal activities…. But it was not enough for him. Reading about the war in Viet-nam, he observed that this small country had won the war against the most powerful on earth, the United States, and realized one fundamental thing… that the soldiers of this small The country had only a humble cloth uniform, sandals, they did not have food rations and they fed on the fish and birds they hunted and the fruits and roots they picked from the vegetation, their officers were only distinguished from the troops by a star that they carried on their chest, their weapons were modest and that they sometimes stole them from their enemies for lack of them,they used their vegetation to ambush and trap their enemies. Not so the North American soldiers who wore boots, winter and summer uniforms, heavy caliber weapons, airplanes, tanks, canned rations, their officers dressed in shining chárratelas and traveled the streets of that Country in cars with waving banners.
He learned the following:
"You don't need great resources to grow, but rather take advantage of the resources you have with imagination."
The young seller understood from this example that with what he had at hand he would have to get ahead, he could not wait to get money to start his development… he analyzed what he had available and saw that there was a subway in the (borrowed) room that stored the cheeses abandoned and that he could enable it so that his merchandise was at an appropriate temperature to be marketed in summer, since it decomposed easily in the heat… and with his own hands he enabled this enclosure and in the summer months he was able to store and have a large stock of merchandise for his customers… he also spotted a bus discharged, which arranged and got transportation to remove the products from the cheese plant…
With these resources he prospered in a short time and he thought that it was only "The knowledge" of what he had learned had given him these results. OK and he thought that to grow that was the way.
He kept looking… he found courses that were easy to understand and study and invested in these.
Getting to acquire countless courses in different subjects such as Sales, Supervision, Management, Communication and other Administration subjects. Along with this, she later discovered that in her region no one had cold storage rooms to store and market refrigerated products…… Mmmmmm she thought, here is a hidden opportunity, she investigated and realized that yeast, beef and poultry,. Ice cream and dairy products came to the shops only from the Capital and some days a week, leaving customers very quickly out of supply, causing lost sales, since they had to wait until the refrigerated trucks from the producing companies arrived again.
He quickly visited these industries, with determination and persistence he managed to get a portfolio of all these refrigerated products, before other people appeared who would have thought the same as him.
This is how he formed his own distribution company and was able to train and educate his children who are currently executives of companies in Australia and the US. How did he do it?… He did not work so much!… He did not wait for luck!.. He was not exempt from problems over time and yes he had them, but it was HIS ATTITUDE AND PERSISTENCE…. this person, don't think he's perfect, he has flaws like any other, he was never a good student… he wasn't smart, just equal to average, but he made things happen to him, he did not expect them to "happen" to him. Like him, there are many entrepreneurs who started with nothing, only with their attitude and desire.
And it is good to say, this "Agrícola Don Pollo" Company began in the same way, only from a dream and a Person, who wanted the best for Him and his Family.
"You can't fail… unless you stop trying."
It is accentuated when the person surrounds himself with people of low spirits. There are different levels where discouragement sprouts. These levels are different in each individual and depend on several factors:
The desire to arrive.
Experience of previous situations.
The easy or difficult mentality to start with.
The faith or confidence in arriving.
Tiredness or fatigue:
Every beginning is usually difficult. Along the way it is also tiring. Many give up the fight because they have the impression that they have a long way to go to reach the goal. That is why they abandon themselves to their own fate, renouncing all kinds of struggle for their goal and allow themselves to be dragged without any resistance by the waves to a terrible and fatal vortex.
"Don't give up easily, and you will succeed"
Willingness to abandon:
The predisposition that one has before starting a project will make many unconsciously look for a pretext to stop doing it. After slight efforts to achieve the results and before the first difficulties, many abandon the road.
"The biggest difference between a winner and a loser is that the winner never gives up on the challenges that life offers."
Lack of will:
The will is the engine that drives us to move in the direction we want. But its strength or weakness is the result of our previous experiences in life and customs, good or bad, that we have turned into habits.
Many people lack firm will, they want to reach their goals but do not strongly desire it. They fear obstacles that they have heard from others, they are supposed to encounter along the way.
"Perseverance largely depends on the intensity of the desire to achieve a goal."
Negativism:
This unpleasant feeling that something is not going well with himself or with the project, but not knowing what or why, confuses many people, especially when the other people around him do not respond in the way that she expected.
This feeling ends up filling her with doubts and clouding her vision to the point that she does not know what to do or in what direction to direct her efforts.
Habit of not finishing what you start:
Many lose interest quickly and because they lack the enthusiasm to carry their project through to completion, they easily abandon it. Why does this happen?
This custom or habit is rooted in previous failures in life. Having not gotten the rewards they hoped for, these people gradually developed the mental attitude that inclines them not to want to make useless efforts according to their way of seeing things, for something that does not happen quickly.
"There are only two reasons that justify abandoning a goal: Having achieved it, or being fully convinced that your choice was a mistake and is a waste of time."
Apathy, laziness, and neglect:
Success has to do with the image or beliefs that other people have of us. If a person has the habit or habit of delaying in completing her tasks, not doing them promptly or on time, she will be unreliable in the eyes of other people, and will cause them to avoid contact with her.
Giving in to opposition:
Many people have a habit or habit of taking the easy way out when they face opposition to their ideas or efforts, setbacks, or suffer temporary defeats.
Intermittence or discontinuity:
Intermittence or lack of consistency in actions prevents the acquisition of healthy habits, and increases the probability of abandoning what is started. I mean by intermittence the habit or habit already established, which causes the person to stop shortly after starting, then resume walking and soon after stop again and so on, until finally they give up and stop. directs to do something else.
Don't be afraid to go slow. He is afraid of standing still.
Frustration:
This feeling comes as a consequence of: Doing things by halves.
Starting something without proper preparation.
Not taking the time to finish it.
If you want your dreams to come true, you must be willing to give up some things that are currently keeping you busy. Take the time you need to make your purpose a priority. Believe in yourself and that you can achieve it and take action. You choose to believe yourself what will make you happy. When you are happy, you want everyone to be, when you have confidence in yourself, you do not need to dominate or compete with others. Loving yourself is not being selfish, because the better you feel about yourself, the happier you will be and the more you can give and receive.
Success or Failure: You choose
Despite all of the above, I believe that success is not financial. I believe that a person is not successful because he does well in business or does well professionally or scores 10 in school.. What is important is having your feet on the ground - the concept of family-, friends.
Appreciate things that have true value, not material, not necessarily physical.
Success has nothing to do with what many people imagine. It is not due to the noble and academic titles you have, or the inherited blood or the school where you studied. It is not due to the dimensions of your house or how many cars will fit in your garage.
It is not about whether you are a boss or a subordinate; or if you are a prominent member of social clubs. It has nothing to do with the power you wield or if you are a good manager or talk nice, if the lights follow you when you do it. It is not technology that you employ. It is not due to the clothes you wear, or the engravings that you have embroidered on your clothes, or if after your name you put the dazzling acronyms that define your social status. It is not about whether you are an entrepreneur, you speak multiple languages, whether you are attractive, young or old.
Success… is due to how many people smile at you, how many people you love and how many admire your sincerity and simplicity of spirit.
Is about if you are remembered when you are gone. It refers to how many people you help, how many you avoid harming, and whether or not you hold a grudge in your heart. It is about your dreams being included in your triumphs. Whether your achievements do not hurt your peers. It is about your inclusion with others, not your control over others.
It's about whether you used your head as much as your heart, whether you were selfish or generous, whether you loved nature and children and cared for the elderly.
It's about your goodness, your desire to serve, your ability to listen, and your courage over behavior. It's not about how many follow you but how many really love you. It is not about transmitting, if not how many believe you if you are happy or pretend to be.
It is about the balance of justice that leads to well-having and well-being. It's about your clear conscience, your undefeated dignity, and your desire to be more, not to have more. THIS IS SUCCESS !.
Do you know who is the person who is never wrong?
"The One Who Never Does Anything.".. The one who wins is not the one who comes first. "He's the one that keeps running."
Following this work will not ensure success: ignoring them will guarantee failure.
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