Sometimes in life you've got to be unkind to be kind. Selling is more a matter of will than skill and we need both. Between will and skill, will is more important than skill. Skill can be matched, but when you are down and hurt, that's the time when your sheer will is going to pull you up one more time, to get up and make one more call and that is the winning edge. Even though it has become a cliche, it still makes great sense. The difference between ordinary and extraordinary in only 'extra'.
If i ask a question that-
"How many have been to the horse races?" Lots of answers may go up. The winning horse that comes first, wins 3 to 1, 5 to 1 or 10 to 2, depending on the odds. The question is whether the horse that wins 10 to 1 is 10 ten times faster than the one behind him? The answer will be no! The winning horse may only be faster by the nose, but the rewards are 10 times bigger.
Is it fair?
Who cares?
What difference does it make?
Those are the rules of the game. Whatever happens at the horse races is exactly true in our human life, too! The question is - do we have to be 10 times smarter than our competition? The answer will be no again! All we need is the nose and the rewards are 10 times bigger in real life too. The difference between winning and losing, many times, is very little. At the Olympics, the gold medal winner beats those behind him by probably a fraction of a second. Micheal Phelps created a world record by winning 8 gold medals at the 2008 Olympics in Beijing, China. He won the 100-meter butterfly race by 17100th of a second.
An elite sales Professional is like a race horse with the winner's edge and the athlete who wins by a fraction of a second, but is rewarded 10 times more.
Are sales people born or made?
The mistaken belief is that one needs no qualification, or talents to make a success in the profession of selling. The fact is that selling skills are acquired even by great professionals. None of us are born with them.
In some countries, if you picked up some morning newspaper to find a announcement of the birth of a baby girl or a baby boy. In the same newspaper, the obituary column carries an announcement that so ans so person dies, he was an eminent lawyer, doctor etc. If you notice by birth, no one is a salesperson, an accountant, an attorney, or a doctor; they are only a boy or a girl. But upon death he or she died as an eminent professional. That means that somewhere between birth and death by training, education or practice they became eminent, elite professionals.
If i ask a question that-
"How many have been to the horse races?" Lots of answers may go up. The winning horse that comes first, wins 3 to 1, 5 to 1 or 10 to 2, depending on the odds. The question is whether the horse that wins 10 to 1 is 10 ten times faster than the one behind him? The answer will be no! The winning horse may only be faster by the nose, but the rewards are 10 times bigger.
Is it fair?
Who cares?
What difference does it make?
Those are the rules of the game. Whatever happens at the horse races is exactly true in our human life, too! The question is - do we have to be 10 times smarter than our competition? The answer will be no again! All we need is the nose and the rewards are 10 times bigger in real life too. The difference between winning and losing, many times, is very little. At the Olympics, the gold medal winner beats those behind him by probably a fraction of a second. Micheal Phelps created a world record by winning 8 gold medals at the 2008 Olympics in Beijing, China. He won the 100-meter butterfly race by 17100th of a second.
An elite sales Professional is like a race horse with the winner's edge and the athlete who wins by a fraction of a second, but is rewarded 10 times more.
Are sales people born or made?
The mistaken belief is that one needs no qualification, or talents to make a success in the profession of selling. The fact is that selling skills are acquired even by great professionals. None of us are born with them.
In some countries, if you picked up some morning newspaper to find a announcement of the birth of a baby girl or a baby boy. In the same newspaper, the obituary column carries an announcement that so ans so person dies, he was an eminent lawyer, doctor etc. If you notice by birth, no one is a salesperson, an accountant, an attorney, or a doctor; they are only a boy or a girl. But upon death he or she died as an eminent professional. That means that somewhere between birth and death by training, education or practice they became eminent, elite professionals.
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