It is evident that there are companies promoting that knowledge is not necessary to become a successful sales person. So, in essence, they raise the hopes of thousands of ignorant salespeople to sell their products or service. That results in giving out wrong information and recruiting yet more ignorant people. Many times, when approaching prospects, they end up having other people explain even the simplest details for them, making them look bad.
This strategy will bring the masses initially, though resulting in a huge downfall in the long run. The company will bring up the belief level by doing an amazing job in making their salespeople feel they can do anything (which they can), transforming the fleet into a loyal army, though missing a critical part of their sales growth: their knowledge skills. Fortunately, I represent a company that transforms you into a relational sales expert.
Belief will make you loyal and hard to discourage. That must be taken care off first. Skills and knowledge will bring sales. Just like you must research your prospects by reading about them, asking the right questions and finding common ground, you must research and know what you offer. America's Business Philosopher Jim Rohn, said: "Ignorance is not bliss. Ignorance is poverty. Ignorance is devastation. Ignorance is tragedy. Ignorance is illness. It all stems from ignorance." In some countries they block people from key tools (like books and important websites) that increase knowledge, in order to keep people ignorant. Those countries really know the potential of knowledge. Do you know how important knowledge is?
Now, there is stupid knowledge and knowledge. You can know all about what happens in the news, which celebrities die every week and all about the horrible things happening that does not help you, or, you can read about what you offer, study leaders, and feed your brain with stuff that will make you "the person to go to". Preparation is an important element of success. "If you are not prepared to win, you will lose to someone who is". Some people say: "80% of success is showing up". That works, but I tend to agree with Jeffrey Gitomer when he says: "80% of success is showing up PREPARED."
Let's get right to the tips. You must be known as a person of action. However, before you make a fool out of yourself or lower your ratio in sales, you must perform 24 hours of research on what you offer. Do not spend a week studying, because you will be wasting time when you could be capitalizing. Actions bring wisdom.
In my "Street Play" seminar I teach how after compiling 24 hours of knowledge, enough to make you "dangerous", you must then concise all the info you know into a 30 second "slice and dice". It's not an elevator pitch. It is meant to create conversation and a fun environment around you. Don't ever brag about what you know. If you sound like a doctor or way too smart, you might scare people away. Talking too much may cause you to lose a strong relationship. If you are a talker, make sure your focus is about them. Use your knowledge to your advantage. If you lack confidence, knowledge will help you grow your self-esteem. Now, remember this: "Knowledge is not power. Knowledge is the potential of power. What you do with your knowledge is where the real power lies." Go gettem'.
Access my previous letter here.
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