\nFreedom from the “way we used to do it!”
\nFreedom from the “good old days” when everybody was buying without resistance.
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<\/a>\nFreedom from spending all their time complaining about the economy.
\nFreedom from griping about how the company can’t get it right.
\nFreedom from fighting with management.
\nFreedom from being over confident resulting in a false sense of security.<\/p>\n
They have freedom from the preconceived limitations that are found in most of the established territories.<\/p>\n
A brand new sales person doesn’t know that you have to work twice as hard to make the same sales as we did a few years ago.\u00a0 They just figure that putting in a 60 hour week is what it takes.\u00a0 A brand new sales person wouldn’t be seeing all the limitations, they would be seeing all the the opportunity, the possibilities and the chance to be of real service to their customers.<\/p>\n
Give me an hour with a brand new sales person and I will have them so excited about selling they will be like a race horse at the gate waiting for the bell to go off.\u00a0 They have a clean slate.\u00a0 They don’t have to be un-trained before they can be re-trained.<\/p>\n
They would also have freedom from boredom, worry and fear.\u00a0 These negative feelings would be replaced with enthusiasm, excitement and positive expectations about the future.<\/p>\n
A new sales person would have freedom from the the dread of “yet, another sales meeting.”\u00a0 Instead they would be excited about what they were going to learn.\u00a0 They would be full of curiosity, filled with questions and hungry for new ideas they could take to their customers.\u00a0 You remember the feeling, don’t you?<\/p>\n
A few years ago I was asked to come in and evaluate a sales training program a company was conducting.\u00a0 The training was an entire week long, yet their sales were flat.\u00a0 At the end of the week I felt the training was excellent.\u00a0 The only problem was the instructor kept saying that if you make 2 sales per week you will do fine.\u00a0 I suggested that they make one change.<\/p>\n
Replace the “2 sales a week” to “4 sales a week” and see what happens.\u00a0 You guessed it.\u00a0 The new sales people were outperforming their old ones by 2 to 1!\u00a0 That’s the power of freedom from previous knowledge and experience.\u00a0 The freedom from the power of suggestion.\u00a0 Like the news you watch and the gripe sessions you overhear.\u00a0 Block them out.\u00a0 Don’t listen.\u00a0 Don’t participate.<\/p>\n
And if you are the one conducting the gripe session here’s some advice for you.\u00a0 Here’s what your colleagues are too polite to tell you.\u00a0 If you can’t stand the heat, get out of the kitchen<\/strong>.\u00a0 Don’t bring everybody else down along with you!\u00a0 There’s a long line of eager applicants ready and willing to take your place.\u00a0 Be part of the solution, not the problem.<\/p>\n I’m not suggesting that you replace all your sales people and hire new ones.\u00a0 Or that you should be replaced with a new sales person.\u00a0 I am suggesting that you replace all your old habits and beliefs with a new attitude.\u00a0 A new attitude of excitement about what you do for a living.\u00a0 The excitement you had when you first started selling.\u00a0 Stop lamenting about the bad economy.\u00a0 This is it.\u00a0 This is the way it is and the way it is going to stay.\u00a0 So adjust.\u00a0 Get with the new program.\u00a0 Appreciate the job you have and give it everything you’ve got.\u00a0 Show yourself, your family and your company what you are really made of.<\/p>\n Act like today is the first day on a new exciting job!<\/p>\n There used to be an old saying that if you don’t like selling go get a job at the post office.\u00a0 The post office is in trouble and getting ready to close many locations.\u00a0 So the post office option is gone.\u00a0 As a matter of fact, many of the options you may have had a few years ago are gone.\u00a0 For whatever reason you are where you are.\u00a0 So step up to the plate.\u00a0 Stop wishing you were somewhere else doing something different and go for it.<\/p>\n Appreciate your job.\u00a0 Appreciate your customers.\u00a0 Appreciate the support of your family and friends.\u00a0 Appreciate the opportunity you have every morning to go out and help your customers.\u00a0 Appreciate the money your are making.\u00a0 Appreciate the benefits and insurance your company is providing.\u00a0 Appreciate your colleagues who are part of your team making the entire company successful.\u00a0 Nobody wants to listen to your story of defeat, doom and gloom.\u00a0 So stop telling it.<\/p>\n Remember, as a sales person or manager,\u00a0your job is to solve problems.\u00a0 Start with your own problem, your attitude.\u00a0 Make it positive.\u00a0 Start acting like you really mean business.\u00a0 Put some excitement back in the way you approach your job.\u00a0 Pick up the pace.\u00a0 Start smiling again.\u00a0 Start acting successful.\u00a0 Then go and help solve your customer’s problems.<\/p>\n All it takes is one person to get it started.\u00a0 And little by little, the positive attitude, positive ideas, the\u00a0excitement will spread and solve the huge problem of the economy.\u00a0 All it takes is\u00a0one person like you!<\/p>\n – Bob<\/em><\/p>\n