If you’re serious about the
business of
selling, if you are tired of living from one sale to the next, and you want to keep
clients for life, then read this book and apply these valuable lessons that add value to what you are selling, and to your life. The whole premise is to serve fewer clients a high quality experience and build long-lasting relationships, resulting in more free time to spend with your family and friends, less stress, greater income, and genuine success for you!
1.. The Law of the Iceberg
The true measure of success is invisible to your clients
To begin, you need a firm foundation or reason for being. Let’s take the pharmaceutical giant, Merck. This company makes, among other drugs, low-cost AIDS drugs for patients in poorer countries. By this example you have to understand that selling and
business is more about service than about making money. Your
purpose has got to be deeper than just earning a profit. People are more motivated when they know they are doing something that makes a difference.
If you don’t have a strong sense of purpose in what you do, you will be heading fast down the wrong direction, and will end up hating yourself when you look in the mirror.
Clarity in purpose in your life and why you are doing what you do is essential. Without it you will burn out, feel frustrated, and put too many things on your plate.
Application to sales leadership: Sit down with your team and have individual one-on-one sessions with each member to make them think about their own personal vision and how it integrates with the company vision.
Keep in mind some people will realize that sales may not be the right profession for them.