I’m putting together some ideas about “The Uncommon Senses of Truly Successful Salespeople”. Here are two of them.
AN UNCOMMON SENSE OF PURPOSE
What is your definition of success? “Having a goal” is the very basis and definition of success. There are two things we can be absolutely sure of.
1.) We will die before achieving ALL of our goals and,
2.) We will achieve no goals if we don’t set any.
So we need to set personal and business goals. Let’s start today.
AN UNCOMMON SENSE OF URGENCY
If you were a real estate salesperson and sold 10 homes, would you be excited? What if it took you two years to sell those 10 homes, would you still be excited?
Uncommon salespeople always have a sense of urgency. It’s not about how many sales you make; It’s not about your sales volume; It’s about how many sales you make today; It’s about your sales volume this week and this month. In selling, although you want to be confident and calm in your discussions with clients, there is a place for a sense of urgency.
If your life and your work is important to you, print and keep this quote somewhere near your desk:
“We are now faced with the fact, my friends, that tomorrow is today. We are confronted with the fierce urgency of now. In this unfolding conundrum of life and history, there is such a thing as being too late. Procrastination is still the thief of time. Life often leaves us standing bare, naked, and dejected with a lost opportunity. The tide in the affairs of men does not remain at flood — it ebbs. We may cry out desperately for time to pause in her passage, but time is adamant to every plea and rushes on. Over the bleached bones and jumbled residues of numerous civilizations are written the pathetic words, “Too late.”
This is from a moving passage delivered by Dr. Martin Luther King Jr in April 1967 – It applies to all our lives, every day, every week, every month. Let’s learn from it and do better.
THE UNCOMMON SENSES OF UNCOMMON SALESPEOPLE
Most salespeople fail. The statistics are about on par with business in general. Roughly half of business started last for more than 5 years and less than one-third of them makes it to ten years or more. The failure can be due to many things but mostly it is due to a lack of sales and cash flow. Individual salespeople are about the same. To succeed, to really succeed, you need uncommon senses.
We are born with five senses but these uncommon senses must (and can) be developed. To succeed, salespeople have to be uncommon. There is a group of “senses” that salespeople have to develop in themselves and you can do it on your own by studying and practicing or you can do it by having a good mentor to help you.