Tag Archive | "sales success"

Your Career Development For 2014


2014 Will Be Great; if you haven’t already, then let’s start working on you now so you can have your best year ever. Without getting bogged down in the numbers that go with the categories below, in real life, based on your unit sales and income are you:

  • Terrible at selling
  • A Below Average Salesperson
  • An Average Salesperson
  • An Above Average Salesperson
  • A Very High Achiever In Sales

The most important thing to understand about success in sales is that your level of success is not controlled by the market or decided by someone else. Your success in sales is up to you. Of course it is true that product, weather and economy affect your sales, but you control your sales and income.

So what really determines how far you get in sales? That is pretty simple; your success in sales is determined and controlled by just three basic things:

  1. Your attitude
  2. What you learn (more skills)
  3. What you do with what you learn

If you have a stinky little attitude, #2 and #3 still can’t pull you to the top. If you have a great attitude, but don’t learn anything or learn ‘next to nothing’, then obviously you won’t get very far. And even if you have a terrific attitude and learn a great deal, but don’t do anything with it, then it is still all a moot point. You will only get out of sales what you put into it, nothing more.

But do all three – plus one more – and continue to do those the rest of your career, and the sky’s the limit for you in sales.

The +1 Secret To Success: You Need a Customer Base
Hope is not a strategy, and with 25 years left to work and an extra $2.5 million at stake, you can’t afford to hang around and hope somebody will show up and just hope they can actually buy. I talk about our company growth because we break records. We have had 24 record years out of 27 years in business. But we cheat – 90% of our business every year is from our base of repeat customers and referrals.

From the first day I started knocking on doors to help dealers improve with our training, my goal was always to develop a solid, long-term, loyal customer base who sees us as their friend and mentor when it comes to helping them grow in sales, year after year. You need to do the same thing and turn every sale into a long-term relationship. Do a better job on their sale, stay in touch like no one else ever has and just become their friend in the car business.

Your four steps to consistent growth:

  1. Believe in YOU – it’s always first.
  2. Develop your skills, so you can.
  3. Build solid work habits so you will.
  4. Build a solid loyal customer base.

More success is just up ahead, and so are your own record years in sales. The catch: You have to earn success. It won’t come to you just because you want it!

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Want the Sale? Bring the Energy


How important do you think your attitude is to the sale? And I’m not just talking about a positive attitude alone. I’m talking about a presence that’s fired up with enthusiasm and passion for what you do. It’s having the physical and mental energy to keep on going after many people would give up and go home. It’s how you move, how you approach another person, it’s in your handshake and how you stand and face the person. Your energy can make or break the sales call.

When you call on a customer with energy and enthusiasm, it means that you believe in your product or service, and are excited about what you have to offer your customer. This isn’t bravado; a sincere belief in yourself and your product can’t be faked. You don’t have to take my word for it; these are comments from real customers:

“A sales person needs to stimulate me into buying his products. He needs some energy, some enthusiasm, some pizzazz.”


“My favorite rep is incredibly energetic and enthusiastic. She does her job really well and she makes me feel good at the same time.”

Here are some key points to keep in mind about the correlation between energy and your overall success:

Energy = motivation: William Clements, the former governor of Texas, told me, “Energy is the secret to everything. You can be a person of great integrity, character and all these other wonderful things, but if you don’t really put your shoulder to the wheel, so to speak, and start pushing, you’re not going to get to first base.”


Top sellers are pro-active, not reactive: When you look at high achievers in any field, the first thing you’ll notice is their high energy. They are pro-active personalities; these people make things happen instead of sitting back and waiting for things to happen to them. They have a positive attitude–based on a belief in themselves and their abilities–which keeps them going even when they encounter rejection and setbacks.

If you’re wondering how you can maintain your positive attitude, try these energy action steps:

Appreciate the good. We need to remind ourselves to focus on the positive. Sometimes we get so bogged down by the things that are “wrong” in our lives that we forget to be grateful for the things we have that are right. Every so often, take a step back and look at everything you’ve achieved so far. Celebrate how far you’ve come, without worrying about how much there still is to do. As the late, great Earl Nightingale said, “We become what we think about all day long.”


Increase your physical activity level. Physical activity–whether it’s a sport, a workout at the gym or a brisk walk around the block–revitalizes and regenerates us in body and mind.


Fish for compliments. When you feel like your attitude needs a check up from the neck up, and all else has failed, call some of your satisfied customers to hear their positive comments about their experience. This not only keeps you pumped but keeps the relationship strong by staying in touch.

Energy, enthusiasm and a positive attitude can go a long way in forging long-lasting customer relationships. We sometimes underestimate the power of our attitudes and energy level when making sales calls. And your customers appreciate your positive approach more than you realize.

This article was written by Barry Farber and published in Entrepreneur magazine.

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