Be More Than Competent
Most salespeople strive to be as competent as possible. Competence is important, but it’s not going to make you a great sales professional. Seth Godin, on his blog, writes:
“...competent, inspiring, passionate, obsessed, provocative, impatient, hungry, driven, adoring, inspired, an artist, a genius, someone who cares... With all these remarkable, powerful, important options available to each of us, why do so many of us default to competent?”
Godin is completely right in saying that we should all strive to be more than just competent. So what does this mean? It means that most people do not live a full palette of emotions – both prospects and salespeople. Your job as a sales professional is to get the full palette of emotions and to sell those emotions to your prospects. Get them passionate. Get them amped up. That’s the goal. You have to get them emotionally engaged in what you're doing. You have to be “Mr. Feel Good.” When you walk into the room, people should say, “I want to be around this person. I want to take this person's advice. He’s competent, he’s professional, and he makes me feel good.”
Love one of our blogs? Feel free to use an excerpt on your own site, newsletter, blog, etc. Just be sure to send us a copy or link, and include the following at the end of the excerpt: “By Mark Jewell, Wall Street Journal best-selling author of Selling Energy: Inspiring Ideas That Get More Projects Approved! This content is excerpted from the Sales Ninja blog, Mark Jewell's daily blog on ideas and inspiration for advancing efficiency. Sign up at SellingEnergy.com.”
Want our daily content delivered to your inbox? Subscribe to the Sales Ninja blog!