Being a better salesperson takes more than simply learning new skills and techniques. Here are my top ten ways to become a better salesperson.
1. Smile and Walk Tall
Changing your physiology is a great way to feel better about everything going around you.
I want you to try an experiment. I want you to think and act as if you are totally depressed. Come on, do this with me. Stand up and act like you’re totally depressed. Notice how you are standing. Your shoulders are slumped. Your head is down. Your face is sad and your breathing is shallow.
Feels pretty awful doesn’t it?
Okay, Now I want you to imagine a time when you felt on top of the world, when everything was going your way, you couldn’t lose. How are you standing? Your shoulders are back, head is up, your breathing is deep and you’ve got a big smile on your face.
Feel the difference?
2. Surround Yourself With People Who Support You
One of the most important steps you can take in your life is to build relationships with people who genuinely care about you and will support you as you go through life. I’m talking about people who will love you during hard times and celebrate with you during the good times; people who will be painfully honest and compassionately sympathetic; people who will make you laugh and motivate you and encourage you to be that person you were meant to be.
3. Read Positive Books at Least 15 Minutes Every Day
There’s a wealth of information that has been written for you to absorb. What goes into your mind is what will come out. So fill it with good, positive information and good, positive things will happen in your life.
I suggest you start your own library. Go buy a book shelf and set a goal to fill it with books you’ve read. Set up an account at Amazon or Barnes & Noble and invest in your education. (The UPS truck shows up regularly at my house with deliveries from Amazon.) If you don’t want to buy books, get a library card. They’re free.
What books should you read? Start with Think and Grow Rich by Napoleon Hill, and How to Win Friends and Influence People by Dale Carnegie.
4. Post Your Goals and Read Them Twice a Day
Post your goals where you’ll see them at different times during your day. Put sticky notes on the bathroom mirror, in your car, your office, near your computer. Write them on a 3x5 card and pull out the card every chance you get and reread them.
Set two specific times each day to read your goals. One is first thing in the morning before you do anything else. This will start your day focused on your goals and their achievement. The second is right before you go to bed. This practice will give your subconscious mind something positive to work on during the night.
5. Be Grateful for the Little Things
Find time every day to be grateful for all you have. We all have many things we can be grateful for. Some of these are little things that we take for granted, like our health, our home, our friends, the food in the refrigerator. Focusing on what you’re grateful for will bring more of it into your life.
I’m grateful every day when I wake up and my feet hit the floor.
6. Spend Time Doing What Matters Most
We waste too much time on things that bring little enjoyment into our lives. It’s time to spend our time doing the things that matter most. Have dinner with your family. Attend your child’s play or baseball game. Help an elderly person cross the street. Take a walk and enjoy the view.
Some things are more important than money, status, power and prestige. Invest some of your time into those activities and see if it doesn’t change the way you feel.
7. Treat Stumbling Blocks as Stepping Stones
So what if you didn’t make that big sale, your girlfriend left you, your boss chewed you out or you made a big mistake. Your life isn’t over. So keep your eyes on your goals.
What did you do right? What did you learn? How can you use this to make yourself better or stronger? What will you do different the next time? Acknowledge your errors and they become stepping stones to take you to the next level.
I’ve had some of my biggest periods of growth after major setbacks.
8. Help Others to Succeed
When you’re gone, nobody will be talking about how much money you made or how many awards you won; they will be talking about the lives you touched and the difference you made.
Success is so sweet when you can share your knowledge and caring with others. Give of yourself. It will make the people you touch feel good and it will make you feel even better. Don’t become one of those sad people who spend their later years thinking about all the things they wish they’d done.
9. Reward Yourself
When you sell that big account or reach a goal you set, reward yourself. Go buy something you’ve always wanted, take a trip, or go out for an expensive dinner. Do something nice for you. You deserve it.
10. Tomorrow is a New Day
No matter what happened today, good or bad, go to sleep tonight knowing that tomorrow the slate will be wiped clean. You get a fresh new 24 hours to accomplish anything you want.
Jim Klein helps salespeople open doors and close sales.
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