|
Kerry
Daigle |
||
 with Kerry Daigle The Championship Rounds Towards Selling Success This leads to the sales profession. Their livelihoods are on the line also. If you can't sell and you are in the selling game you get knocked out of the game, don't you? Well in boxing, we call that a knockout. The bad part is being on the receiving end of the knockout. That is not where you want to be. Boxers who excel reach heights of success leading to fame and fortune. It's the same for sales professionals. Respect and attention follow those who excel. On top of that is the fortune. And there is nothing wrong with the fortune. Everyone is trying to reach for 'fortunes' in one way or the other. If you attended a boxing match it becomes electrifying to watch the action in the ring. The mental games along with the physical..the different teams coming out to ring center.then to work the corner. The fans make the event an exciting sport. The winners move on to greener pastures. Some win decisions ...others by knockout. You can have the same electrifying suspense and energy in becoming a success in the sales industry. I am going to give you 12 rounds of championship action on what it takes to become a sales 'champion'. So...let's get ready...warm up and step into the ring. 1. YOU MUST TRAIN HARD TO BECOME THE BEST Getting ready in the gym for a contest is the reason you win matches and why you might lose. You must get ready for your sales contest. You must read the right books on sales and personal development. Positive thinking books...Get yourself ready to compete by training to be a winner. My best trainer, Maw Maw Daigle, told me, "A person who doesn't read books is no better off than a person who can't read." Of course, you must read the right books. Get trained this way ...and also by attending seminars and workshops. Listen to CD's.watch DVD's of other successful people in the industry and you will learn 'their' strategy. 2. SURROUND YOURSELF WITH WINNERS (A GREAT TEAM) If you hang around a shoplifter long enough you will learn how to be a shoplifter. Hang around successful people and you will learn how to be successful. You become who you hang around with. Have you ever seen a great boxer without a 'team of winners' in their corners? No, you never will. Great boxers surround themselves with positive thinking people and become winners. 3. MAKE PLANS BEFORE YOU FIGHT You've heard this before. Make your plan then work it. Have a plan marked out. You wouldn't leave for a trip to Chicago from New Orleans in an automobile for the first time and not have a 'plan' (map) would you? If you don't have a plan (map) you would probably end up driving around for a long time with no end in site. Boxers without plans are like salespeople with plans...They end up 'no-where'. 4. DON'T' HALF STEP! STUDY YOUR CRAFT Know your opponent well. In sales they are 'fear'... 'limited knowledge'..and 'negative thoughts'. Study your craft to overcome fear, gain knowledge, and develop positive thoughts. 5. STAY HEALTHY AND EAT WELL..GET YOUR SLEEP Do you think a 'tired' boxer wins his match? Won't happen. Neither will you. Get the right nutrition. Exercise. Get your sleep. You will show it in your communication skills. Look the part. Feel sharp. 6. LISTEN TO YOUR CORNER Maw Maw Daigle, my original and best coach, always said, "You have two ears and one mouth, therefore you are designed to do more listening than speaking." Listen to your prospects and their needs, not yours. Once you master the art of listening you will close more prospects. 7. JAB...SET UP YOUR OPPOSITION Don't go out there throwing bombs right away..If you do your opponent will not only run from you there is a strong possibility that you will get tired. Set your opposition up with the jab and the rest will come. Be patient. The openings will come. Same in sales. Take your time. Don't go for the close right away...Soften up your opposition first. 8. SHORTCUTS LEAD TO DISQUALIFICATION Throwing a low blow and hitting behind the head along with head butting will lead to disqualification. In sales there is no time for deceiving someone or not telling the truth and becoming manipulative. You may get the sale at that point but in the long run you will lose the customer. You become disqualified. 9. GETTING KNOCKED DOWN IS OKAY...GETTING UP IS WHAT COUNTS You've heard my catch phrase, KEEP PUNCHING! Yes, that is important. You are going to get hit in a fight.after all it isn't a tennis match. It's called boxing. In sales you are also going to take some 'hits' but a different type called rejection. These rejections can knock you down...but you can't stay down. Champions get up! To be champion in sales you need to learn to 'get up' and always 'keep punching'. 10. KNOCK EM OUT When a boxer sees the opportunity for a counter punch that could lead to a knockout they move on it right away. It is called instinct. Learn to listen well so you can counterpunch. Then go for the knockout or the close. Ask for the sale. Trust your instincts or better yet...your eyes and ears. Go for it. You can't knock 'em out without throwing the punch. You can't close the sale without asking for it. 11. KEEP PUNCHING!! Never, never, never, ever give up! Always keep punching. Paw Paw Daigle, one of my first life coaches and mentors, said, "Only losers quit. Winners never quit." In boxing if you miss a punch you try again. Same in sales...if you miss..try again and always remember to KEEP PUNCHING! 12. GO THE DISTANCE Some fighters never train to go the distance. Championship rounds are 12 rounds. Two more than the conventional main event of 10. Train yourself to go the distance in selling. Get conditioned. Look at the big picture. If you look at the big picture your world becomes big....if you look at the small picture your world becomes small. Stay focused to go the distance in sales so you can become a champion, too!! Now you've gone the championship rounds to become a sales champion. Believe in yourself, train hard, dedicate yourself to your craft or profession, be patient, and always..always.. KEEP PUNCHING! |
||
You Are Visitor |
© 2006 Keeppunching.com | |
