Thursday, September 17, 2009

Whose Chair is That, Anyway?

So I ask you, would it matter to the overall performance of your company if someone else sat in your chair? If you want to be a great seller and go you know where, I suggest you ask yourself that question and shoot for an honest reply. Critical self analysis is a good jumping off point to determine if you are on the way toward a distinguished and remarkable career, or rather are destined to be among the vast majority of average performers.

I believe that the roadmap for uncommon and remarkable performance, begins with a set of core values that paves the way for outer focused behavior. Such well chosen core values and the behaviors they foster, if practised religiously (remember where we're off to:) will over time be woven into the very fabric of your character, and you'll be worthy of the trust and respect of all with whom you interact. These attributes, trust and respect, are the foundations of successful business relationships. Once earned, account attrition becomes something you will hear about from others, and all but never experience personally.

Just about every salesman when asked will point to good relationships with customers as the as the key to sales. But to the veteran (and average) performer, the guy in the chair across the bullpen from you, or maybe closer than that, a good relationship means lunch, a round of golf and birthday cards to the customer's wife. You and I know however that it's all about trust and respect. But in what?

Remarkable performers live to make others successful. It is their primary and genuine motivation. And so they are trusted and respected!

Stop squirming in that chair. You can own it. Later. Great selling!

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