March 17, 2009
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Musings of an SD Child…
Deborah L. Daily
In our wonderful world of acronyms, ADD, ADHD, MAD, etc… SD stands for a sales-driven child. Why do I choose the word child? Because I believe mastering the art of sales is a continuous process which enables me and other colleagues to walk down the path of continuous learning. Since I’m at the ripe young age of…hmmmm…let’s say forty something, I’m still growing and in the prime of my youth!
Paraphrasing an old adage, “When I was I child I spoke, understood, and thought as a child and now as an adult I speak, understand and think as an adult” - the reason, Sandler Training, Trustpointe, Tim Roberts, and other President’s Club members. Now as I engage in the “art of the sale,” I am equipped with new and different information which leads me to a new level of understanding, a new level of expertise and that my friends separate me from my competition.
An easy journey? Not in the least – challenging and rewarding – most definitely!
I’ve been at Trustpointe/Sandler Training/President’s Club since August 2007. For the past 18 months, I’ve studied human nature, human behavior, head trash, and more importantly how to effectively find the truth on my clients’ behalf – sometimes it results in business and sometimes it doesn’t. In our world a yes or no is perfect – maybe’s or think it overs are not allowed.
When I first started Tim’s sales training program, I felt completely overwhelmed - like a cork bobbing in an ocean. I was just trying to stay afloat and stay alive. Now, 18 months later, I’d liken myself to a cork on a lake. At least now I know when to yell for help, put on the life jacket, grab a dingy, climb in the boat or row ashore!
At first I would get so frustrated and impatient with myself, expecting immediate results. To no avail, I had to learn the hard way that success is neither swift nor easy. It requires patience, practice, and execution. What amazes me is being with other sales professionals who’ve been attending President’s Club for five, six, seven years – a living testimony that dealing with other human beings, developing relationships, and finding trust requires continual training - that is if you want to be the best of the best.
How are your sales efforts? Are you getting a yes, a no, a maybe, or a I’ll think it over? Given the negative press about a “down” economy, many companies are downsizing their sales budgets and sales teams. That’s what most competitors are doing – packing up or cutting back. If you’re smart, you’ll do just the opposite and strike while the iron is hot. Now is the perfect time to train, develop, and invest in your key team members. A great quote that I read from 12 Choices that Lead to Your Success, “the only difference between a rut and a grave is the depth!” So make the choice, get out of the rut. I did 18 months ago. While I’ve bobbed in an ocean and swam in the lake, my aspiration for the next 18 months, as crazy as it may sound…be a cork floating in a bucket of water!
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