The most fragile species, the professional salesman, is on the verge of extinction.
Well I think not. Fragile yes – weak no. Sales professionals are energetic, creative, inventive, resourceful and the driving force of our business landscape. This dynamo is strong and getting stronger because now he knows how to manage and protect the very soul that makes him tick; his mindset and its public reflection – his attitude.
Remember all the dot commers predictions that salespeople work because of the internet will become a thing of the past. Well let me ask you who sells that dot come stuff anyway.? Remember the family cocoon theory that all commerce will be done from the secrecy and privacy of some dark corner or living room somewhere.
Well commerce without relationships is possible and does exist, but with limitations. But the true superstars of our economy are those amazingly adept, articulate and imaginative survivors the professional salesmen.
What makes the professional salesman so resilient, I think it’s the spirit of a highly trained athlete. Those winners that just win. Selling is the only sport you can play when your legs are gone. You know what I mean. Salesmen have to have a mountain to climb, a river to cross, yes a new conquest on the horizon.
The modern professional salesman trains himself continually not only on his product and knowing his clientele, but has entered a new arena. That new area is the training and managing his most important asset, that is the professional’s mindset.
Being able to manage, yes actually manage your mindset is truly explosive. We are the greatest relationship builders around. That’s why we’re successful in sales knowing how to manage an internal relationship with ourselves is what will move us to a whole new level of sales accomplishments.
Well here is how I’ve done it and it has changed my life. I have become my own bullet proof juggernaut.
One of the challenges that I’ve learned to deal with is the ups and downs that are experienced in selling. All those bumps in the road unless managed and put into perspective can become demoralizing or even career ending.
I’ve learned to rely on my own BBR (bigger, better reason) as my sustainer throughout all these challenges. Selling for rent or mortgage payments, food and utility bills, or just getting by can be at best overwhelming. Particularly when dealing with ups and downs.
Having a BBR certainly smooths out all the bumps and potholes in the road. Seemingly because they are just part of the journey. Nothing, no nothing will stop me from working toward that bigger goal, that of attaining my BBR.
Let me tell you what I mean. I once worked with a salesman named John H. He was extremely successful in sales. He was driven, really driven. He lived in a world of WOW. Couldn’t be stopped, deterred slowing down or anything. He worked and lived with purpose. You see, John was building a church in India (BBR). Each Friday he wired money to India to nourish his bigger, better reason for selling. Nothing effected John, he was driven.
Imagine selling with unparalleled purpose. Years ago I adopted my own bigger, better reason (BBR) for doing everything I did. My BBR was and still is my two sons. Everything I did was with purpose and focus on feeding my BBR. You could kick me on the knee, punch me, insult me or whatever, but all these things were uneffective in deterring me from my cause. Thanks to my BBR.
In support of this BBR is a daily activity I exercise in order to maintain my strength and fully nurture my mindset. This mindset maintenance technique is called CAFÉ. I believe it’s all about how one starts his day that will determine the level of success atttained. The technique is simple but life changing. CAFÉ starts with a C, which stands for Counting one’s Blessings. We can list everything that is wrong with the world, but we can’t make a complete list of our blessings. The gift of life- The beautiful day – My families well being – My job – My health – My faith – My opportunity- Get the picture. This practice provides gratitude to the soul. It provides positive thoughts to follow. And importantly it sets your attitude which is the A in Café. We will always follow our dominate thought and with this practice in place, they are all positive. All of these positive thoughts make it easier and more clearly purposeful to focus on the tasks at hand. F is for focus and from focus we get our game plan, whereby we become enabled to execute the tasks we must perform in our sales process.
This technique or practice of CAFÉ sets our own stage daily. It tees it up. Our vision is real. Our goal is clear. We own the expected results.
The professional salesman has now conquered the last frontier in his quest. He has trained on, studied, and knows his product to the Nth Degree. He knows the market and competition. He has researched his buyer. He knows their profile. As well, he knows where to find that conquest opportunity that will drive his plus business. He is the relationship builder that maintains his clientele.
And now he can and has accomplished building that ultimate relationship; That is with himself. He can now manage and nurture his own mindset and attitude which will make him a constant, dynamic winner in his field.
On the verge of extinction, I think not. The professional salesman will be the last man standing.
Should you care to read further regarding self management techniques as well relationship building skills; please access INSIDERTRADINGSITE.COM where you can purchase any of Ted Lindsay’s books or training materials.
