One unique mantra that most of the salespeople do not have in them.
I’m sure if you are a salesperson you must be thinking what is that one quality that makes you a successful salesperson? let me help you.
Very often we might have seen people who have done an exceptional job in achieving their sales targets been appreciated as best sales rep/ manager and awarded with the most prestigious award within the organization like the president, or platinum award. Also most of the time you heard your reporting manager saying why don’t you learn from him or ask what he does to achieve his number? which I do get from my manager saying the same every time I fail to achieve my numbers (every quarter):-).
Out of curiosity when asked the person who did well with sales numbers like how did he do it? every time I get to hear from them it’s always dedication, knowing your customers, patience, etc.. and by the time I try to implement what was said have seen the same person doing nothing the next quarter or someone else is been awarded .so why is this inconsistency in achieving the sales targets? why can’t we achieve it all time or quarter in the quarter? why always like “Flash in the Pan “? You may say this is very common in sales, but how can we change this not for once but forever?
As a salesperson I always wanted to succeed by reaching my sales quota quarter & quarter and year and year, I am sure everyone will agree with me on this and to make this happen we always need to have something called “Mass Trust “ Which in sales is not just selling, it’s keeping existing customers happy by communicating with them so that they become the customers for life. in short, customers make customers. so be that salesperson for whom a customer should always be a game-changer and this will only happen when you create value for yourself or become a brand for them. Yes, you heard it right its all about branding yourself as we all know how a brand registers its charisma in human minds that makes them choose that brand every often, similarly the customer should come to you whenever he thinks to make a purchase, which will take you away from the rut of the incapable salesperson. Agreed? very good. Not agreed? no worries let me make this possible.
Yes, he is the real greatest salesperson the one who sold 13,001 cars at a Chevrolet dealership and was recognized by the Guinness Book of World Records as the seller of the most cars in a year (1,425 in 1973). The then 35-year-old walked into a Detroit car dealership and begged a skeptical sales manager for a job as a salesman. He sold a car on his first day and, by the second month, was so good some of the other salesmen complained, and got him fired. His next job was at Merollis Chevrolet in Eastpointe, Michigan. There, he set consecutive sales records over a 15 year period. today he is the brand who with his firm ideas, worked on them and now he teaches them to the world and most of the sales companies take him as their inspiration in selling cars (Automobile industry ) he is none other than Joseph Samuel Girardi (November 1, 1928 — February 28, 2019), better known as Joe Girard.
“Your role is to sell, don’t let anything distract you from the sole purpose of advertising.”
“ The customer isn’t a moron. She is your wife” —
Does anyone know whose lines are these? I am sure we all must have heard this during the sales career. Ok, let me give you all a hint.
Yes, you got it right he is the “Father of Advertising” David Mackenzie Ogilvy or David Ogilvy. Who started his journey as an apprentice chef at the Majestic Hotels and then started selling AGA cooking stoves door-to-door His success at this marked him out to his employer, who asked him to write an instruction manual, The Theory, and Practice of Selling the AGA Cooker, for the other salesmen. Who eventually started his own advertising agency called Ogilvy, Benson, and Mather. which was built on the principles that customers should be treated as Intelligent. and always believed that to get a new client was to do notable work for his existing clients. Today he is the Brand for any advertising agency. In 1962, Time called him “the most sought-after wizard in today’s advertising industry”.
If you all notice the most common similarities between both the legends as discussed is that they all started very low initially and finally became the brands in their own genre. It’s the saying “Don’t be the no1 — Be the one “ this is very well applicable to any salesperson like rather being all in one, be the one.
To be a brand it starts with learning a new skill set or focuses one area of interest like selecting the industry-IT, BFSI, healthcare, etc. sales model- Saas sales, product sales, solutions sales, etc . or can be customer segment — Startups, SMB, etc. one you made your choice, lets work towards it which mean you need to know it thoroughly and put them at work. once that works for you attempt to write your success story and finally mentor the people who want to be like you and that’s when you become a brand and once you be a brand it’s no turning back. It’s called Mass Trust or the evolution of personal branding.
Now the answer to my questions is U can spell success speak for U — because it’s you who will make the difference. and if you want to know how to spell success with you it’s all about your personal branding.
Personal branding for a salesperson can make them known in their industry, improve reputation, leaves a long-lasting impression, and sell more to prospects. Personal branding is not just about marketing yourself, it’s the strongest way to ensure that those around you perceive you as the person they want to be.
if you want to know the tricks and trades of branding yourself keep watching this space and do leave your comments for the same. visit www.dhagadpraveen.com