Jay Rifenbary

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The Sales Professional in All of Us

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Reflecting on a recent presentation I conducted for a medical equipment sales organization, I concluded we are all in the profession of selling. Attributes of a successful sales professional include knowledge of the product, effective organizational and communication skills, competency in time and stress management, an ability to mediate dissension and objections, a high degree of confidence, professionalism, positive attitude, and the ability to provide consistent follow up and exceptional customer service. Although you may not literally sell a product or service, in actuality you sell yourself everyday to those around you, and those you love. You are the product, and how successful are you at selling you? Are you traveling a path of selling success to achieve your goals, and surpass your quota for the year? What are the features and benefits you provide to your customers? What added value do you bring to the people and family members you associate with? Are you knowledgeable about the elements that create the product “you”?

Welcome to Selfless Selling 101, and a few skills to set you on a path to selling success. *How organized are you? With the ever-increasing speed of technology and pace of life, staying organized has become increasingly stressful. However, a lack of organization added to the onslaught of information and speed of living only increases stress and frustration. To better organize your life, pace yourself and slice each task into pieces like a pie, and not attempt to devour the entire dessert. Something as simple as cleaning part of the garage one day, eliminating some stuff you do not need another day, or updating one piece of paperwork (i.e. a will) on another are a sampling of slices. The key is to take an efficient and thoughtful piece each time to ensure the results of your activities are of quality not just quantity, enabling better preparation for tomorrow.

*How are you marketing the product of “you” to your customers? Your ability to communicate effectively is the basis for others to understand who you are, providing an honest representation of what they are buying. *In any selling situation listening is essential and yet it is one of the least taught communication skills. If you do not listen how can you genuinely know what your client needs? In other words, if we do not listen more carefully to the needs of our friends and family how can we effectively ascertain a solution to their concerns and issues. Let us all make a greater effort in making sure we listen, think before we speak, and analyze more effectively than emotionalize.

*With disorganization comes its best friend, improper time management, resulting in tremendous stress and emotional turmoil. Are you keeping appointments with yourself? Are you managing and scheduling your activities constructively? Do you have an appointment book, a planner, a journal, a pattern of behavior and action steps to maintain efficiency and productivity? Proper personal planning does prevent poor personal performance. Take the time to plan your day and strive for a level of consistency to maintain order in your life.

*Selling, as living life, is stressful. What are you doing to alleviate that pressure? Are you eating right, exercising, and taking time to participate in undertakings you enjoy? You can only be as effective for others as you take the time to be effective for yourself. Not taking care of your emotional and physical well-being cannot be used as an excuse to be miserable and ineffective. It is a personal choice to neglect oneself. Any accountable and competent sales professional will tell you selling can be exhausting and draining, and life is no different. To not maintain ones health, energy and stamina through the course of selling, or life, only makes the task at hand more difficult. Personal maintenance allows you to better handle crises, dissention and provides you the courage to handle rejection and objections. *Understanding and practicing the core values that create the product of “you” provides the confidence, ability to be professional, positive, and in the end provide the kind of service that every customer would want and expect. When you close each sale with sincerity, class, and humility there is no doubt you will be awarded sales professional of the year.



2 Responses to The Sales Professional in All of Us


1. Chynna Says:

Perfcet shot! Thanks for your post!



2. Storm Says:

I feel so much haipper now I understand all this. Thanks!


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