by Adhir Uscátegui
The economic crisis we are experiencing, even more so here in the United States, where it was generated, makes us paranoid and often does not allow us to function in the best way. Sometimes I think that the seriousness of this "crisis" is in our collective imagination. I know I can't refute the economic indices, the stock market crashes, the price rises, and the immovable passivity of those who don't care.
Sales are one of the components in the strategic management of the security company that most depend on the skills or personal qualities of the professionals who perform that mission. These professionals, whether called salespeople, salespeople, advisors, representatives, commercial technicians, "product manager", etc. are the basis on which the foundations of the company are based. In our article we review one of the qualities and skills necessary for the performance of the role of "successful salesman" or "sales professional".
I want to share with you an email sent to me by a friend who left me thinking and quite a lot; it is refreshing to know that sometimes the simplest things, those that are not expected, can give us willpower to fight anxiety, paranoia and depression that sometimes makes us forget that in the end any positive result, not only in sales, but also in life, depends on our ability to motivate ourselves, and not to lose that "hunger" to get what we want in this life, which is too short and ephemeral, not to put all our effort to fulfill our goals, our dreams.
Here is what I call the parable of the good "e-mail" (unedited version):
Meatballs
Once upon a time there was a person who lived on the side of a road where he sold some delicious meatballs with bread. He was very busy and therefore did not listen to radio, read newspapers or watch TV. He rented a piece of land, put up a large fence, and announced his merchandise shouting at the top of his lungs, "Buy delicious hot dumplings."
And people bought them. He increased the purchase of bread and meat, bought a larger piece of land so that he could take care of his business, and worked so hard that he arranged for his son to leave the university where he was studying business sciences in order to help him.
However, something very important happened; his son said, "Old man, don't you listen to the radio, or read the newspapers...? We are suffering a serious crisis! The situation is really bad; worse could not be!".
The father thought, "My son studies at university, reads the newspapers, watches TV and listens to the radio. He must know better than I do what's going on..."
He then bought less bread and less meat. He took out the advertising fence, left the rent of the land in order to eliminate expenses and no longer announced his rich meatballs with bread. And sales were decreasing every day more. "You were right my son," he told the boy, "we are truly suffering a great crisis."
Moral: let's not keep talking about crisis. Let's just talk about doing good business, good jobs and good tasks. If we program ourselves to fail, we will fail. If we mentalize ourselves to win, we will win.
It's a simple personal choice!
You must move on, no matter what the obstacles are, just reject them, and when things become more difficult, you too will become firmer and win.
This is what mental rudeness means and is a characteristic that every salesperson should develop, as being a good salesperson is not an easy job.
You will have failures, complaints from your company, your products or its services, even though you know that those complaints are unfounded and without justification. Moreover, you will have dark periods when sales are very difficult to make. This is when you must put that mental tenacity into practice, when you must take the firm resolution to reach the triumph overcoming the difficulties, simply because you know deeply that you represent a security company with magnificent products and that if you persist, you will make the sale and many more.
Motivation is an indispensable condition to face any activity, in sales it is the most valuable.
The structure of the state of motivation is characterized by an orientation of the present towards the future, the motivated person executes actions in the present to achieve a goal in the future.
The second effort
The second effort is that additional effort to be made, when it already seems that no more can be done. Dedicated to making the second effort, many ordinary salespeople can become outstanding salespeople.
The man who makes a second effort, makes a new attempt, achieves a new goal, persists in achieving a new order.
Happy Sales!
*If you have concerns about it you can contact the author by writing to the email [email protected]
