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Today's PROFESSIONAL SALES PERSON Versus THE AMATEUR
Today's PROFESSIONAL SALES PERSON Versus THE AMATEUR
I often ask in our sales workshops, “What’s the difference between a professional and an amateur”?
If I get blank looks I’ll ask, “How about a professional golfer versus an amateur golfer? Or a professional actor versus an amateur actor?”
That always seems to get a response.
The Professional...
* Has made a full time career out of what they do.
* They make their living from doing what they do.
* They make more than a living. They make far more money than the amateur ever will.
* They love what they do and they are dedicated to being the very best they can be.
* They have far greater skills than the amateur.
* They are constantly improving on the skills they have and developing new skills
* They keep practising and honing their skills because they realise that if they don’t, they will lose their edge.
* They found a good coach and stopped wasting time learning by trial and error
* They enjoy their success and are proud of their profession
* Their future is bright and secure because their real security resides within them and with their expertise
So then I bring the question back to
So what is the difference between a professional sales person and an amateur sales person?
They finally understand that point I am making. The list is exactly the same as for any professional.
Selling is the highest paid easy work you’ll ever do… and the lowest paid hard work you’ll ever do.
What makes the difference? It depends on how good you decide to be at it. It depends on whether you decide to be a professional or an amateur.
In my opinion only about 5% or less of sales people ever decide to get serious enough about their profession to become true professionals.
Now that’s both good and bad.
It’s bad, because it gives the sales profession a bad reputation because of poor customer experiences.
But it’s also a good thing for the real professional, because when a client meets a true sales professional this man or woman stands out from the rest. Very often this client will come back to this professional time and time again to buy and they refer their friends too. Business and success flows towards this type of sales person.
The over-night success.
The other interesting thing to note about a professional is that they did not become an “over-night success” by accident.
Tiger Woods started his golf career at age 3 and it wasn’t until his early twenties that his made the big time (and big money) as a Golf Pro.
Russel Crow’s first screen appearance was in 1971 at age 7 in an episode of “Spyforce” a TV programme. It was no accident. He had worked hard to get this part. His persistence continued as he landed bigger and better parts through the ‘70s and ‘80s until he made it into the big time in the late 1990s with movies like L.A. Confidential and The Insider. Then in 2000, he stared in The Gladiator.
The lesson here is, that professionals become that way on purpose.
We rarely float to the top of the heap when it comes to success.
Professionals make their own luck through the development of their skills and through persistence.
How about you? Are you a true professional or working towards being one?
It’s worth the effort, because in my opinion nothing beats the view from the top.
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Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development.
Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.
He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball.
He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website
Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith's Website
Dr. John Oda
John Oda Ph.D NLP is a business peak performance expert, an author, and speaker frequently called upon to provide corporate training, workshops and seminars for many companies in the United States. He is an expert in coaching sales and business professionals in overcoming the behaviors and obstacles that may impede their sales results and affect their bottom line. Since 1995, John has created a speaking bureau such topics, which include: time management, sales training, human diversity, leadership programs and etc. He provides companies with a strategic plan to increase their bottom line by over 25 percent yearly. - Visit Dr. John Oda's Website
Anne Barr
Anne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations,
networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business
ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website
George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance.
Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson.
His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more.
George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website
David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business.
David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website
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Wayne Berry
(Visit Wayne's Website)
Wayne Berry CSP* is Australia's own TOP
GUN Sales Coach and most in-demand speaker
on sales, negotiating and sales
management. He is ranked in the top 7% of
professional speakers in the world by the
USA based National Speakers Association.
He is a best selling author and one of
Australia's best known speakers. His four
books, “Negotiating In The Age of
Integrity”, “How To Get The Best Deal
Every Time”, “How To Get The Best Sale
Every Time” and “How To Lead and Motivate
A TOP GUN Sales Team” are now sold in 13
countries.
He speaks more than 200 times each year at
conferences around Australia, New Zealand,
Asia, and at programs arranged by his TOP
GUN® Business Academy. This year his
seminars and workshops will be attended by
more than 20,000 sales and business
people.
He has also recorded more than 40 audio
and DVD video programs on selling, sales
management and negotiating.
He has shared the platform with Tom
Hopkins, Brian Tracy, Zig Ziglar, Earl
Nightingale, Dr Norman Vincent Peale, Dr
Denis Waitley, James Rohn, and many, many
other internationally renown speakers.
Wayne Berry Video - Successful selling today requires the skills of being able to build successful relationships. This video explains how to do that by Wayne Berry.
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