Selling as a Profession - Mental Basis
Selling as a Profession - Mental Basis
"Well, at first I was employed in a pet's shop, which then, however, had been closed. After that I was out of work for 8 months...."
It wasn't necessary for him to continue to clearly show that he was really unsuited for his profession. Consequently, he wasn't for long working in his profession.
What is it then that makes people suitable for the profession as a salesman?
Salesman is a profession that can be learned. It's even a profession requiring an apprenticeship, although many learn during this time everything you can think of, but not how to really sell.
Similar as in other professions, you also need talent for this Job. At first this talent exists independently from the relevant product that should be sold. Which criteria make up such a talent?
- Sociable and outgoing personality
- Enjoys to learn new things
- Openness
- Imagination and flexibility
- Intelligence and vision
- Self-confidence and stability
- Patience and drive
- The ability to recognise motives of others and to give time and attention to them (empathy)
The person who has those characteristics seems to be regarded in general as being very friendly and sympathetic.
From the potential customer's point of view this sympathy is a very important basic requirement for the positive judgement of the salesman and for a successful relationship. On the other hand, good communication skills are the prerequisite for success in sales. Communis = Community! This means the ability to establish relationships with the customer by means of his talents. This will create success that will mentally act like a dynamo (Greek: dynamis = dynamics): Success always produces new success! And this dynamic success generator creates a Situation in the respective person and its relationships in which he feels the "greatest possible, mental, material and social satisfaction in complete health."
Success means to achieve goals. Therefore successful people are acting in an objective-oriented and methodical way. They live instead of being lived; they act instead of "being acted by others".
It is wrong to believe that you can achieve everything, you only have to want this. Rather, the following principle is true:
If WILL and BELIEF are in competition with each other, then without exception always BELIEF wins!
It is therefore important that you believe in yourself!
The system of the human organism that processes all Information, the brain, is organised in such a way that practically all of its components are linked with each other. The section in which the conscious thinking takes place influences the ones not accessible to our consciousness and vice versa. In other words: to think, feel and act influences each other. Negative thoughts result in negative feelings and negative actions. The person, who believes in his success and has no doubt about it, feels good and communicates confidence. A result of this confident Charisma is in general a positive interaction with other people, and of course, also with customers. This increases the chances for success.
This knowledge has been first applied in Professional sports. "If you don't have a clear mind, you will never win", that say many world Champions from their own experience and use a lot of time by exercising "mental behavioural trainings" in order to exceed their competition. A top skier is mentally skiing the total distance in advance many times when he prepares for the WorldCup-Slalom. All movements necessary for this slalom are therefore programmed in his mind and automated to a large extent. Therefore he can focus his mind during the race on being the decisive hundredth seconds better than his competitors.
Selling as a Profession Mental Basis - To learn more about this author, visit Hans-Peter Holzwarth's Website.
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"What was the intention for you to sell houses for XYZ", an author asked years ago a young real estate salesman of a leading supplier of industrial manufactured buildings.
"Well, at first I was employed in a pet's shop, which then, however, had been closed. After that I was out of work for 8 months...."
It wasn't necessary for him to continue to clearly show that he was really unsuited for his profession. Consequently, he wasn't for long working in his profession.
What is it then that makes people suitable for the profession as a salesman?
Salesman is a profession that can be learned. It's even a profession requiring an apprenticeship, although many learn during this time everything you can think of, but not how to really sell.
Similar as in other professions, you also need talent for this Job. At first this talent exists independently from the relevant product that should be sold. Which criteria make up such a talent?
- Sociable and outgoing personality
- Enjoys to learn new things
- Openness
- Imagination and flexibility
- Intelligence and vision
- Self-confidence and stability
- Patience and drive
- The ability to recognise motives of others and to give time and attention to them (empathy)
The person who has those characteristics seems to be regarded in general as being very friendly and sympathetic.
From the potential customer's point of view this sympathy is a very important basic requirement for the positive judgement of the salesman and for a successful relationship. On the other hand, good communication skills are the prerequisite for success in sales. Communis = Community! This means the ability to establish relationships with the customer by means of his talents. This will create success that will mentally act like a dynamo (Greek: dynamis = dynamics): Success always produces new success! And this dynamic success generator creates a Situation in the respective person and its relationships in which he feels the "greatest possible, mental, material and social satisfaction in complete health."
Success means to achieve goals. Therefore successful people are acting in an objective-oriented and methodical way. They live instead of being lived; they act instead of "being acted by others".
It is wrong to believe that you can achieve everything, you only have to want this. Rather, the following principle is true:
If WILL and BELIEF are in competition with each other, then without exception always BELIEF wins!
It is therefore important that you believe in yourself!
The system of the human organism that processes all Information, the brain, is organised in such a way that practically all of its components are linked with each other. The section in which the conscious thinking takes place influences the ones not accessible to our consciousness and vice versa. In other words: to think, feel and act influences each other. Negative thoughts result in negative feelings and negative actions. The person, who believes in his success and has no doubt about it, feels good and communicates confidence. A result of this confident Charisma is in general a positive interaction with other people, and of course, also with customers. This increases the chances for success.
This knowledge has been first applied in Professional sports. "If you don't have a clear mind, you will never win", that say many world Champions from their own experience and use a lot of time by exercising "mental behavioural trainings" in order to exceed their competition. A top skier is mentally skiing the total distance in advance many times when he prepares for the WorldCup-Slalom. All movements necessary for this slalom are therefore programmed in his mind and automated to a large extent. Therefore he can focus his mind during the race on being the decisive hundredth seconds better than his competitors.
Selling as a Profession Mental Basis - To learn more about this author, visit Hans-Peter Holzwarth's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Dave KurlanDave 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 |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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George LudwigGeorge 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 |
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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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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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