Saturday, July 23, 2005

Paterson Principle 5

5. Survival is a Combination of
Knowing and Doing
"All sales people know what to do. Problem is they don't do it" - Jeffrey Gitomer
Isn't that the truth. So many of us, myself included, know many styles and techniques for selling. The problem is we get comfortable, get in a rut, or just get plain lazy. In this business you can not do that. You must stay on your toes and be ready for changes and new things all the time.
So here's an idea, become a mentor. Find someone in your own business or in another business who is new in sales and is open to learning more from your experience. Volunteer to mentor that person, and while you are training and mentoring that person challenge yourself to look at yourself and go back to the beginning. Start doing the things you have quit doing because you think that you are above that or you don't have time. Then hold on and watch your sales career come alive again! I guarantee you this will work.
If you are new in sales and would like to learn more, find a mentor, join us at Selling North Idaho Toastmaster (also a sales book group), or send me an email. I'll gladly help you in your sales career. It's always a good idea to have a mentor. Someone who can teach you, be your support when things aren't looking so good, or celebrate with you when they are going great.
Here's another idea. Try everything you hear of. Don't discredit any technique until you have tried it. Educate yourself, don't expect someone else to tell you what to do. The Television and useless use of the internet are your enemies. Turn them off, get books on sales (I highly recommend Jeffrey Gittomer's Sales Bible, and Frank Betgers How I Raised Myself from Failure to Success), find a mentor, try new things, dedicate yourself to your career (although don't forget about your family, they come first), and watch your career take off!
My career took off when I started reading sales books (thanks to Gitomer's seminar), found a mentor, dedicated and disciplined myself, and started networking with different groups.

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