Greetings my friends in sales!
Have you heard the term, “Beginning with the End in Mind?” It encapsulates the practice of establishing what the destination looks like before taking the first step. It’s the starting point for constructing and navigating the map of the journey. In subsequent posts I will share some thoughts on how a high performing salesperson might work in setting goals, creating his map, and navigating the voyage.
For this post, I would like to summarize the key aspects of the material covered to date. In many respects I believe the content attempts to encompass the essence of the true beginning point of any journey: A clear understanding of where you are now!
Let me start by reinforcing this thought; ” The map is not the terrain.” As a high performing sales professional, my success is linked directly to the clarity of the lens through which I see the world; and the degree to which the map that I have created to navigate it, accurately reflects the terrain as it truly exists.
As you read the summary below, have you thought about my view of the terrain and the lens that informs it. Do you think my map is accurate?
“Those things that are most personal, are most general.” Just like I cannot expect to cram for the harvest, The Golden Rule governs consistent behavioral consequences in response to my actions on both my internal and external worlds.
“Keeping the Main Thing the Main Thing.” If customers are not buying, I am not successful. If I am not constantly looking for ways to personally engage buyers (to understand and meet their needs), chances are I am not focusing on the highest leverage activities that will result in the outcomes I am seeking.
Understanding “Power” and who has it. I do not sell, my customer buys! This was a very powerful realization for me and it took many years to internalize. Choosing how I spend my time and how I make make commitments based on this awareness (part of my power), has a major impact on my productivity and internal balance. Think about how you might respond to the immense power of an oncoming 50-foot wave? One could exert tremendous energy fighting the wave for a return of only fatigue and stress; one could give up and allow the wave to consume them, or one could learn to surf and leverage this tremendous power as a guide to the destination facilitated by the surfer.
Yes, the high performing sales person is an expert surfer!
If you have any questions on these topics I encourage you to look through my previous posts for more discussion. Of course, I would be delighted to hear from you!
Your Salesman for Life!
Quote on my mind: “Let every interaction be an opportunity to lift the other up”