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Guest post by: Leanne Hoagland-Smith Become an Author

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Given the global market place and not to mention the current economic conditions, every business, well, almost every business, is looking to secure their unique competitive advantage and increase sales. Maybe this is why there are so many business consultants to sales coaches in the marketplace all willing to share their expertise.

So how can the sales professional carve out that unique niche giving her or him a competitive advantage not to mention more money in the bank? I believe that the answer is by using these 3-A’s to increase sales.

The First A in Sales is Autonomy
Autonomy is required to secure the competitive advantage. What does it mean to be autonomous? The Latin origins of this word mean self and law. For this word is truly about governing oneself first before governing others.

To have autonomy suggests that there exists certain laws or in the case of individuals, values, that regulate the self. Depending upon the individual’s spirituality, these values can be easily read in religious manuscripts or written into physical objects such as currency to buildings.

In sales this means having a written values statement and being comfortable in staying the course specific to these values. Sales professionals who sales behaviors are reflected by cutting corners, passing the buck and doing the very least possible all demonstrate a lack of values and consequently a lack of autonomy.

The Second A in Sales is Authentic
Today’s market place demands that each sales professional is authentic. What this means is that to thrive requires a knowledge of who you are so that you can choose who you want to be and then create that person.

The first step to be authentic is to create your purpose statement. After completing this necessary statement, then look to the creation of your vision and mission statements while reviewing your values statement. From these you then can construct what you say to potential customers. If you are sounding like everyone else, chance is that you are perceived to be like everyone else and probably not authentic even if you believe that you are.

The Third A in Sales Is Action

Without action, it does not matter in you are authentic or have autonomy. Taking action is what will separate you from everyone else. Sales research suggests there are a lot of professional sales people who are not taking action or not taking enough action. They give up when the going gets tough. Maybe this explains why more millionaires are made during tough times than easy ones.

Using written goals and having them aligned to a sales action plan will help you take action. Additionally, you may have to become more aware of your beliefs because they are the ultimate drivers of your actions or sales behaviors.

Sales Coaching Tip: Beliefs drive actions (sales behaviors) creating results (increase sales). Look to your beliefs about these 3-A’s. Ask yourself would you buy from someone who is not autonomous, not authentic and does not take action? Then determine what you need to do to embrace these 3 A’s so that you can be competitive in today’s marketplace and increase sales.

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