Taking Your Career to the Next Level
Taking Your Career to the Next Level
Tom happened to be in the right place at the right time. He acquired the rights to sell a one-of-a-kind piece of equipment that would save oil producers millions of dollars. In just a matter of months, Tom became very wealthy. Tom had never had a lot of money, but was sure all his problems would be solved if he did. But Tom lost his family, started drinking and experimenting with cocaine, and sunk as deep into debt as he was depressed. Tom is trying to put his life back together now. He´ll tell you that sudden prosperity usually ruins those unprepared for it.
How can you know what level you should aspire to unless you have some idea where your career is now and might be headed? Are you really certain you could survive in the rarified atmosphere of success?
Selling has four levels. Each has its own focus of activity, qualifications, and special challenges. Selling is a developmental skill. You must master the skills at lower levels before you can move on to higher levels. Crawl, then walk, then run.
Level One Selling
Level One lays the foundation of basic social skills. The focus is on the salesperson´s ability to be with people and make a good presentation. Are you comfortable meeting people and building rapport with strangers? Do you know how to form a coherent thought and put it into a sentence? Do you know how to dress and act appropriately? Are you able to take some risks without becoming paralyzed with worry? Selling requires someone who is appropriately out-going.
Selling is impossible without the ability to make a presentation. Good salespeople don´t hesitate to find people to talk to.
Selling also involves energy management. You can´t master Level One selling if you struggle to get out of bed in the morning or find yourself yawning by midday. Every sales position requires physical stamina. Salespeople who drink too much, eat too much, carouse too much, or who don´t play enough, spend enough time in quality relationships with those they love are people whose lives are out of balance. Their productivity is likely to suffer in the long run.
Taking Your Career to the Next Level - To learn more about this author, visit John Brennan's Website.
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The Four Levels of Selling
Tom happened to be in the right place at the right time. He acquired the rights to sell a one-of-a-kind piece of equipment that would save oil producers millions of dollars. In just a matter of months, Tom became very wealthy. Tom had never had a lot of money, but was sure all his problems would be solved if he did. But Tom lost his family, started drinking and experimenting with cocaine, and sunk as deep into debt as he was depressed. Tom is trying to put his life back together now. He´ll tell you that sudden prosperity usually ruins those unprepared for it.
How can you know what level you should aspire to unless you have some idea where your career is now and might be headed? Are you really certain you could survive in the rarified atmosphere of success?
Selling has four levels. Each has its own focus of activity, qualifications, and special challenges. Selling is a developmental skill. You must master the skills at lower levels before you can move on to higher levels. Crawl, then walk, then run.
Level One Selling
Level One lays the foundation of basic social skills. The focus is on the salesperson´s ability to be with people and make a good presentation. Are you comfortable meeting people and building rapport with strangers? Do you know how to form a coherent thought and put it into a sentence? Do you know how to dress and act appropriately? Are you able to take some risks without becoming paralyzed with worry? Selling requires someone who is appropriately out-going.
Selling is impossible without the ability to make a presentation. Good salespeople don´t hesitate to find people to talk to.
Selling also involves energy management. You can´t master Level One selling if you struggle to get out of bed in the morning or find yourself yawning by midday. Every sales position requires physical stamina. Salespeople who drink too much, eat too much, carouse too much, or who don´t play enough, spend enough time in quality relationships with those they love are people whose lives are out of balance. Their productivity is likely to suffer in the long run.
Taking Your Career to the Next Level - To learn more about this author, visit John Brennan's Website.
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Anne BarrAnne 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 |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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