Professional development is important for any business person. But that’s especially true of sales people. I recently had the pleasure of sitting in on a very valuable presentation by Larry Cockerel. Here are some reflections of that seminar.
Larry, a veteran sales development and training specialist from the Milwaukee area, started off by reminding us that sales is all about attitude. “We have choices to make everyday,” Larry said. “We can choose to put on a positive attitude.”
Larry invited the audience to rate their levels of confidence, belief and courage. These were on a 1-5 scale. Larry pointed out the pitfalls of rating our confidence too high or too low. Too low and we don’t feel we’re able to accomplish anything. Too high, and you may fall into that trap of thinking you have it all.
If you’re like most successful business people, you regularly set goals and objectives. You post your list prominently and review your goals regularly. Doing so keeps you focused and motivated. Would you like to take your personal development further? Perhaps enhance your motivation and therefore the chances for success?
Create a dream file. That’s right, a dream file.
You see, one problem with a list of goals and objectives is that it’s just words and numbers on paper: There isn’t a visual aspect to your list. How, after all, do you visualize a new and higher annual income?
Richard Branson’s book, “Losing My Virginity: How I’ve Survived, Had Fun, and Made a Fortune Doing Business My Way” offers great insight into the man behind the Virgin Group. In an earlier post, I reviewed five great concepts I gleaned from his book. This passage offers two more nuggets of advice for entrepreneurs everywhere.
Richard is often asked why he participates in those dangerous activities (balloon rides around the world, driving a power about across the Atlantic). Here is how he responds:
“Part of me is driven to try new adventures, and I still find that I want to push myself to my limits. If I were to think about it more carefully, I would say that I love to experience as much of life as I can.”
Let’s review the important concepts here:
Learn from Richard Branson, a highly successful entrepreneur and founder of the Virgin Group. I started reading his book, “Losing My Virginity: How I’ve Survived, Had Fun, and Made a Fortune Doing Business My Way.” You can learn a lot by studying his experiences and principles. These tidbits were gleaned from just the first few sections of the book:
1. That fateful balloon flight in January 1997, though it nearly killed him, did not deter him. “I knew I would attempt another balloon flight because it’s one of the few great challenges left.” Do you challenge yourself everyday?
During a recent networking event, I was chatting with a business person when he asked if I knew of some resources for a particular service he needed. One business came to mind, but I told him I’d check my contact list when I got back to the office. As this was an evening event, I told him I’d get back to him the following morning.
Afterward, he sent a message thanking me for my effort and the prompt follow through. That made me wonder: does he not normally experience that? If so, that’s too bad.
With today’s technology it’s easier than ever to reply to queries. What happens, though, if you have to return to the office to dig up an answer? More to the point, if the person asking the question is not a customer, are you as interested in following through? You should be.