The signs of change are all across the Metro Detroit and the state of Michigan. If each of us looks closely, we are in the beginnings of recovery. The markets are climbing in the right direction. There is a small increase in jobs. Unemployment is slowly falling, and even home sales are warming as spring happens early for all of us. Now, these are still challenging times. The price of gas is still putting a bite into our collective wallets. But is a good time for salespeople even in the leaner economy. It is a good time because we create our own success in sales. It has been often said that sales is the easiest toughest profession that exists today. It is tough because it involves self-motivation. It is also easy for the same reason. Now what motivates what we do?
The three areas of successful sales involve only the simplest of ingredients:
- Growth: Selling is a personal and relational situation that involves both relationship and cooperation. The stronger the relationship is with our clients, the stronger our sales become. By paying attention to our present clients and getting referrals, we ensure getting better every day.
- Time: With a maximum of 24 hours in a given day, it is critical to stay focused on what is productive and what is not. Spending time doing something with little or no results will often liquidate a sales career. If cold calling is not working, get the training and the word tracks that will make it work.
- Money: No one eats for free for very long. To paraphrase Mr. Carnegie, winning sales and influencing success comes from making an income for us and our family. If we are working a lot of hours and we are making very little in return, the sales career will soon go away.
Growth, time and money determine success and opportunity. Selling something to someone moves the economy in the right direction. Without salespeople, the economy here in Michigan and across the country would and could be worse. It is within the simplest of strategies that determines good fortune. As Dale Carnegie once said with much common sense, ”Letting people talk, allows you to listen.”
If we focus on getting better, and on doing what we do best; everyone benefits.
In conjunction with this article, on Monday April 16, you can take the class How to Sell like Pro in Novi.
This post is brought to you by the good folks at Dale Carnegie Training of Michigan, providers of professional development and management development courses and information in Michigan. We would love to connect with you on Facebook and Twitter @MICarnegie.