The road to success can sometimes be a little bumpy. At least, that’s what I’ve learned in the past 30 years in sales. However, my failures were important lessons. Not only did they shape me, but they also helped me develop my three keys to success, my three sales mantras. Think of them as bumper stickers.
Before we hit the road as sales professionals, we have to check our “equipment.” That’s our attitude toward selling. I call it “The Three P’s of Selling”: passion, pride, and perseverance.
First, you have to have passion for what you do. That’s what drives you every day. It’s what nobody can stop you from doing. It’s what doesn’t feel like work. You need to be passionate about your products and services, your clients, about being an entrepreneur and about selling.
The world has changed. Information is at everyone’s fingertips—anywhere and at any time. Clients are well informed. They use smartphones, google product features, compare prices. Let’s face it, sometimes we’re surprised how much they know about our business. The global recession has led to budget cuts everywhere. That’s the climate we need to deal with in sales.