Competition Is Not Your Enemy

Greek GuardsFor the Master Seller,
Sales is an engaging adventure of success.
For many,
A profession of frustration, dread and fear.

There is no greater illusion than fear,
no greater wrong than preparing to defend yourself,
no greater misfortune than making an enemy of your competition.

Whoever can see through all fear
will always be safe.
Whoever can see the needs of their clients
will grow market share.

Too many sellers focus on avarice and short term commissions They see the world as a zero sum game. A brutal game where the competition is just around the corner, ready to take away their portion of the pie. In truth, long term success is dependent on process, the process of understanding market needs and fulfilling them. By focusing on the buyer, you will take the offense and avert your eyes from defensive strategies. The marketplace has infinite possibilities. The Master Seller is forever awake to opportunity.

Speak to the End

Scompass mappeak to the end
Beginning is an assumption.

Without a destination in mind
The journey is hard to fathom.

With map and compass
A path can be plotted,
But only if you know where you’re going.

Far too often we are thrilled to start projects with only a vague sense of how it is to be completed. Without an end goal in mind, intermediate steps cannot be formulated and soon the project becomes one in a number of “good business ideas” placed on the rubbish heap. Visualize the end, articulate it, share it with others and enroll them on your quest. The end is a very powerful tool for the Master Seller. Use it wisely.

Doing the Difficult First

Footpath in he forestEach Seller is responsible for many tasks
Yet all tasks are not equal.

Do the difficult ones while they are easy.
Do the key tasks  while they are small.
Getting started is often the greatest struggle.

The longest sales cycle,
Begins with a single cold call.

Focus

image

Money blinds the eye
Objections  deafen the ear
Boredom numbs prospecting 
Distractions  weaken follow-up
Desires wither the pipeline.

The Master Seller is awake 
Participating in every moment 
Staying on track
Keeping focus.

True Power

Electric Power PoleKnowing your product is intelligence
Knowing your market is true wisdom
Mastering selling is strength
Mastering yourself is true power.

Tenacity, Patience, Focus,
Discipline and Confidence,
Empathetic with Humor
These are the keys
to true power.

Controlling the Sale

Crooked with words
the sale goes sideways.
Rushing the close
the deal comes to a halt.
Showing off and preening
Shows little.
Clinging to a few leads
Chases business away.

Hard rules on handling, manipulating, and fooling the buyer
never acknowledges what truly rules.

By not controlling the sale, the sale is controlled.
Each deal has its own course
Just do your job , then let go.