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Be Yourself!
posted: Friday, April 20, 2012
I was reviewing some of the articles in these newsletters over the past few months and one thing struck me. A lot of these tips, stories and advice are one size fits all. Don't get me wrong, I believe in everything in the articles and they are all designed to help make everyone a better salesperson. However there is one thing I haven't emphasized enough: be yourself. I have always said in my seminars that "I am giving you the science of sales, it is up to you to put the art into it."
There are thousands of techniques, hundreds of closes and things that we know work because they have for many years, but there's only one you. If you are a quiet person, that doesn't mean you can't be a great salesperson. Maybe your strengths are in establishing relationships and listening to your customer's wants and needs. Those are both great assets. If you try to fit the stereotype of the salesperson that is outgoing, then you are going to fail.
We all know about Tim Tebow, whether we want to or not, and I'm not going to bore you with a bunch of football, but there's a point to be made here. Everyone talked about Tebow's throwing motion and how it wouldn't work in the NFL, but that's not true. Everyone has a different throwing motion, it's the footwork and the other fundamentals that will eventually determine how good any quarterback is.
There are thousands of techniques, hundreds of closes and things that we know work because they have for many years, but there's only one you. If you are a quiet person, that doesn't mean you can't be a great salesperson. Maybe your strengths are in establishing relationships and listening to your customer's wants and needs. Those are both great assets. If you try to fit the stereotype of the salesperson that is outgoing, then you are going to fail.
We all know about Tim Tebow, whether we want to or not, and I'm not going to bore you with a bunch of football, but there's a point to be made here. Everyone talked about Tebow's throwing motion and how it wouldn't work in the NFL, but that's not true. Everyone has a different throwing motion, it's the footwork and the other fundamentals that will eventually determine how good any quarterback is.
The same is true in the field of sales. Most know some of the techniques and tips that can make you a better salesperson. However, the one thing that is going to make a good salesperson into a great salesperson, is the individual. The win-win close is only going to work if the words and the actions are yours. We can provide you with a blueprint to succeed, but the professional salesperson takes the blueprint, and makes it their own.
After all is said and done, the best advice for any salesperson is this: be yourself!
FINAO - Brad Huisken
