It is a hard road to reach the top—and a long journey. And it is great once you get there—you win an award trip, receive accolades and recognition. Inwardly, you develop feelings of pride and self esteem. But you can’t stop there, for there is always another mountain to climb and another quota to surpass. I think the journey to the top is not only challenging but fun.
Does it make a lot of sense to be afraid to ruin a relationship with a customer by being straight forward and asking for the business? I think it makes no sense at all. If we truly believe in what we are selling AND we are committed to being customer focused—then to avoid being straight forward and having that frank discussion with your customer about what we really believe is in their best interest makes no sense.
Beliefs drive behavior; this is has been proven true time and time again and I believe it is one of the great laws of the universe. So it makes sense if you are in sales it is probably pretty important to learn what your customer believes. Yet I will be willing to bet that learning your customer’s beliefs is not at the top of most sales rep’s priority lists. Maybe it should be.
One of the best leaders I ever worked with, Don Cutcliff (a man who changed my life forever in two minutes), used to say all the time, "When you're green you are growing and when you are ripe you are rotting." I am not sure where he learned that but it has resonated with me for many years. Success is so dependent on continuous learning and a constant exposure to new ideas that it is hard to imagine great inventions or discoveries without them. Ideas are great—