The success of a company will always be the reflection of the proper functioning of its sales body, so the importance of having sufficient arguments when undertaking the task of selling and succeeding in this work.
By Adhir Uzcátegui*
Much is said about successful salespeople. Countless definitions have been written about it. Let alone the number of books and articles, in relation to the success in sales. So much interest in this character is due to a phenomenon. The salesperson, successful or not, leaves a mark on the lives of those around him, be they customers, colleagues, bosses, friends, neighbors and family.
Unfortunately, many of these footprints are sad memories of a bad deal, a forced sale, or the regret of a dissatisfied customer. Fortunately, there are numerous stories of people who, gratefully, relate how timely the participation of a professional salesperson in our security industry was, while helping them solve a problem through the applications of a product. Of everything one finds oneself in the vineyard of the Lord.
I have always told you that I am the ambassador of information and that even with many years as a sales instructor and in the security turn, I consider myself a project in continuous process, so I do not intend to claim possession of the truth, but to share with you, my friend reader, some reflections on the noble task of this security professional. Let's take as a starting point, one of the classic authors of commercial literature, Og Mandino: "Hurry Erasmus. You never have to wait for dreams."
Every success, any achievement, every successful culmination, whether from sales or any other company, starts with a dream. That impressive picture, masterfully painted in a creative mind, takes the quality of goal when the dreamer assigns it a deadline to make it a reality. Therefore, if you want to achieve success, start by dreaming. Yes, just dream! And don't make your dream wait.
Already? Are you able to show with drawings or words, how much you will have developed in ten years? Then start now, at this very moment, because the dream could get tired of waiting, and fly to another mind with more determination. Tear your dream apart, and turn it into "dreams", that is, into small goals, leading to achieving your final goal.
Some dreamy colleague popularized a technique for setting such goals. He called it in English "SMART" (Intelligent, translating it into our language). However, it is worth the qualifier in that language for our purposes. SMART stands for:
Simple. It should be easy to conceive, enunciate and describe.
Measurable. In the terms that apply. The important thing is to have the ability to know if you could reach it.
Ambitious. If you aim at the stars, you will at least reach the moon.
Realist. Put your feet on the ground, meanwhile your eyes look at the stars.
Temporary. The Time element is vital to keep a comparison between plans and achievements.
Do you want to be successful in your sales? How will you feel about reaching your goals? What feeling will invade you as you turn your dreams into realities? Then hurry up, colleague. "You never have to wait for dreams."
If you want to be part of the free "Sales and Motivation" seminars at each event more than 250 people and companies from our beautiful security industry, sponsored by this prestigious magazine and Security Warriors, just send an email to [email protected] and we will include it in the next Webinar.
Happy sales!
* If you wish you can write to the author of this article at email: [email protected]
