A few weeks ago, I threw down a challenge to over 100 graduates of the Dale Carnegie Sales Advantage Program in metro-Detroit. The day was June 1st , National Running Day, and the challenge involved “running” to see a client, unexpected, just to say thank-you for the business.
The challenge was a spur of the moment idea executed through social media. Now I recognize that with today’s business climate, it’s not easy (or always acceptable) to just “drop in” unannounced. I also know that calendars are frequently booked weeks in advance. However, I thought it was FUN, and it reminded me of how Dale Carnegie once described his early selling career –where he ran so fast from town to town that his coat tails would flap in the wind! Those days of selling might be long gone for most of us, but it sure does make me smile to picture it!
As I suspected, several graduates conversed with me through e-mail, however, only ONE person put the idea into ACTION, and IMMEDIATELY. Within one hour, Sean Curran (see photo) had visited a customer, thanked him for the business, and sent me a photo of himself in the parking lot to prove it. Needless to say, his enthusiasm (and his crazy photo!) put a smile on my face. WAY TO GO SEAN!
So you might be wondering, what did Sean “win” by taking action? What was in it for him? Well, there was no giant cash payout at the end, but there certainly is a prize. The prize is knowing that out of 100 accomplished sales professionals – his contemporaries – he was the ONE who went the extra mile. The only one to go off the uncharted course, take a risk, and execute. His enthusiasm for his profession and for his clients is helping him exceed his financial goals while differentiating himself in a crowded marketplace. Sounds like the makings of a true sales professional to me!
If you know Sean Curran of New Electric, you know he has the energy of a firecracker, the determination of a pit bull, and the smile of a friend. Mr. Carnegie believed that ENTHUSIASM is the Little Recognized Secret of Success – and I believe that is especially true in the sales world. Competition is tough, budgets are low, and salespeople often get a bad rap. To me, having enthusiasm in selling is seeing the possibility in every difficulty and the opportunity in every challenge. Mr. Carnegie once said “Flaming enthusiasm, backed up by horse sense and persistence, is the quality that most frequently makes for success.” Sean Curran – our featured – SALES SUPERSTAR – is well on the path to success.
What are you doing to challenge yourself today? How do you go the extra mile in your work? Do your customers see it?
Susan Dooley is Sales Trainer with Dale Carnegie/Ralph Nichols Group, providers of professional development and management development courses and information in Michigan. A new Sales Course starts up in September – please contact us for more information. We would love to connect with you on Facebook and Twitter @MarkWillDCT.