New year resolutions for sales people

At the electronics company a sales representative was showing prospective customers around the plant. As he led the group into the test department, a circuit board suddenly flew across the room, thrown by a quick-tempered technician frustrated in his attempts to repair it.

The board crashed off a wall and landed right at our visitors’ feet. Our sales rep calmly continued his pitch: “As you can see, all our products are fully shock- and vibration-tested before leaving the factory.”

I don’t know about you but that’s what I call quick thinking.

All businesses need creative, quick-thinking and dedicated sales people like the person in our story.

And if you happen to be in sales, what would you do to improve your performance this New Year?

Are you happy with your performance in 2008?

What were the challenges you met and how would you hurdle these in year 2009?

A question may be put this way.

What are the New Year Resolutions for sales people and would these help you perform better?

Motivational author Bryan Flanagan gives us his example and he says: The New Year is upon us and it is time for our New Year’s Resolutions.

In 2009, I, as a professional sales person, resolve to:

1. Listen so my clients will talk and talk so that my clients will listen. This year I will improve my listening skills by focusing on the other person. I must remember that when I get wrapped up in myself, I have a small package.

2. Maintain a professional appearance. I will look the part of a successful sales professional. I will dress appropriately for my client base. If I wear a three-piece suit, I will make sure at least two pieces match!

Now this may not apply in our country but when the occasion demands it, make sure you wear appropriate clothes and that the color of your socks match.

3. Floss at least once a day. Favorite line of dentists.

4. Continue to learn my profession. Since no one ever graduates from selling, I will invest in sales training material, I will attend at least two sales training courses, and I will enroll in “automobile university.” I will become more dangerous than I am right now!

5. Better prepare for each and every sales day. This way, I can eliminate many daily surprises. My preparation compensates for my lack of talent!

6. Separate refusal from rejection. One is professional, the other personal. My clients don’t know me well enough to personally reject me. Therefore, I will accept a client’s saying “no” as a refusal to buy from me, the professional. I will not take it personally. A “no” today moves me closer to a “yes” tomorrow.

7. Never miss an opportunity to laugh at myself. I will take the clients and their needs seriously. I will take myself less seriously. Angels fly because they take themselves lightly!

8. Enjoy the sales profession more this year than any year in the past! I am in the helping profession. I help my clients save money, help them increase their lifestyle, and help solve their problems. I help my clients win! I will continue to be proud of my profession.

Great ideas wouldn’t you say so?

Gone are the days when selling is all about hype and hoopla. The times demand for high integrity selling because the client is well informed, educated and should be respected.

Make sure these resolutions graduate into habits and these habits shape your lifestyle and thus forms your character.

For after all, effective selling is all about loving your neighbors as yourself as the Bible would say, wouldn’t you think so? 

(Francis Kong will be the lead trainer for the Dr. John Maxwell’s “Developing the Leader Within You” leadership program this Jan. 27-28 at the EDSA Shangri-La Hotel. For further inquiries contact Inspire Leadership Consultancy Inc. 632-6872614)