Archives For sales skills

Selling Yourself Short

September 23, 2011 — 1 Comment

Queenstown NZ

Seth Godin, writes in his book Linchpin, “The moment you are willing to sell your time for money is the moment you cease to be the artist you’re capable of being.”

What a great summary of the T&M (Time and Materials) approach to conducting business.  This goes not only for yourself, but for everything you represent when you take your offerings to market.   I was meeting with a very successful salesman yesterday, talking about his achievements in selling to major retail accounts.  At one point in the conversation he made the astute comment, “Sometimes I think sales people think to themselves – I’m just a sales guy.”  He followed up by commenting, “I never want to be just a sales person.”  Seth Godin’s comments are directed toward this very attitude – I’m just the sales-guy.

Don’t waste your time being the average sales person, hocking products at your local account.  The alternative is to do something great.  Become an innovator.  This is not something some are born with and others can’t be, but rather something each one of us cultivates as we read, exchange ideas with others, think, and improve each moment of each day.  Don’t sell yourself short, start building the skills that move you to that adviser position, a position of great value to those you market and sell to.

© 2011, David Stelzl

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Discipline

August 25, 2011 — Leave a comment

Hudson Taylor wrote, “At first the task looks difficult, then it is impossible; then it is done.”  Disciplines of health, parenting, work…it takes discipline to get started, endurance keeps you going.  At the end of the day, the discipline of exercise, getting on my bike, followed by endurance to finish the race.  I do it to maintain health and life balance, and to spend time with my kids…not always easy, but necessary.

Coming into an office after weeks of unprofitable calls, there is a discipline in getting started again – endurance to continue to process.  How tempting it is to “fritter and waste the hours…” when the task looks impossible.  Reaching the goal requires more than skill – it requires discipline, endurance, determination.  Failure comes, not so much from a lack of skill, but more often by giving up…

© 2011, David Stelzl