Think
Being disciplined and having focus is a requirement for sales success. Most people assume that having focus means that you sit down and "do" or complete a number of tasks. That is only partly true. Having focus also means spending some time thinking about those tasks and applying your own intellect to the job at hand. Often, thinking BEFORE doing yields a more profitable result.
Those who think excel. Those who only do, will always be the worker bees of the hive. Wouldn't you rather be the Queen bee? (Sorry there is no King Bee)
I was reading my friend Kevin Dee's blog and found that he had some interesting thoughts on the subject of thinking. Specifically, how to be a better thinker. Kevin suggests:
- Don't EVER just do what you are told without truly understanding why you are doing what you are doing.
- Avoid the state of mind where you are on "automatic pilot"! ALWAYS be engaged!
- Ask questions!
- If you have ideas or suggestions speak up ... a good manager {or client} will recognize that you are trying to bring value.
- The more you understand the "big picture" the more value you will be able to bring to a given situation.
- You will better understand the big picture by talking to management, asking questions and truly wanting to "learn".
- The "doer" is an important part of any company ... if you have ambitions to be a leader {or to build profitable customer relationships} you need to add "brainpower" to the equation and become a "thinker"!
In sales, our customers expect us to be thinkers. They come to us because we can add value more than a being just a doer. In sales, doers are simple order takers - at risk of being replaced by the web, a kiosk or a call centre. Clients continue to seek out relationships with thinkers who can help them grow their business. They are looking for solutions to their problems. The most profitable relationships are when you and your customer think together; and, solve problems together. Your clients look to you for creativity. If you look act and sound like every other sales rep what will differentiate you? Thinking can differentiate you instantly by showing the customer that you care enough about their issues to spend time creating real solutions for them. Kevin goes on in his blog posting to help us become better thinkers:
What are you? Ask yourself these questions:
- Do I come to management with solutions or with problems?
- Do I try to understand the big picture?
- Do I really try to think about the implications of my actions ... or do I just do what I am told?
- Is my goal to grow and learn ... or just get through the day?
Do your clients consider you a valuable consultant to your clients or just a vendor? Don't risk losing your job to a website, kiosk or call centre. Take some time out to start thinking - and profiting - now.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions (www.EngageSelling.com). Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.
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