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The Ultimate Sales Secret





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Self-Esteem and Sales Success By Mark Bowser





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Crawling Your Way to Sales Success

Man must learn to crawl in selling before he can walk and one must walk before he can run.

What would happen if a baby attempted to walk before it crawled?  Most likely the baby would fall down, right?  What would happen if someone attempted to perform brain surgery before he graduated from medical school?  The patient would probably die.

Every sales goal has steps to reaching that goal.  It is important not to skip too many steps.  If you do, you are likely to stumble and fall.  There are things we need to learn through the journey.  There are things that have to be done before we can move forward.  Success in selling is a balance between patience and assertiveness.  Find that balance and you will soon find yourself sprinting towards your sales goal.

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The Keeper of the Spring

I came across a story one time which I think illustrates beautifully how we need to take care of our prospects when selling.   The story goes something like this.  It is about a man who lived in a forest in the eastern Alps overlooking an Austrian village.  This old man had been hired years ago by a wise town council to make sure the mountain waters flowed freely into the wonderful spring which flowed into the quaint village.

The old man faithfully year after year removed leaves, twigs, and everything that could contaminate or clog the flowing water.  As a result, the village spring was an attraction for vacationers and swans alike.  The village was peaceful, happy, and blessed.

One night, years later, another town council began talking about the almost mythical keeper of the spring.  They wondered, Why are we paying this man?  Does anyone ever see him?  This money could be used for better purposes.  As a result, they decided to terminate the services of the old man.

For a while, everything stayed the same.  The spring was beautiful and the village blossomed.  But then came autumn.  The trees began to loose their grip on their leaves.   Twigs and branches broke off the trees and fell into the stream.

One day, someone noticed something different about their wonderful spring.  It was changing to a different color.  Soon a haze came over parts of the spring and a sickening smell began to hover around it.  The vacationers left the lovely village. The swans decided to look for a new home.

The town council called an emergency meeting.  They realized what a terrible mistake they had made by firing the old man of the forest.  They immediately hired him back.  The old man got to work and performed the miracle again.  Within a few weeks, the life-giving water was flowing freely and surely to the village spring.  Soon all was normal, healthy, and blessed.

Many times we treat our prospects and customers much like the town council treated the keeper of the spring.  We appear to have no use for them and we take them for granted.  Remember this, without them, we have no sales.  My dad used to tell me all the time growing up in our family business.  Our customer (and prospect) is our life blood.   I leave us today with a sales thought to ponder?  Are we taking care of the keeper of the springs in our lives?

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What Have You Put into Your Mind Today?

Successful selling is about the mental game. Make sure what goes into your mind is positive because what comes out is always what went in.


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A Sales Champion Harnesses the Power of Questions

I read a  fascinating story about a little girl named Markita Andrews. When Markita was eight years old, her father abandoned her and her mother.   Markita’s mother worked as a waitress to support them. One day, she said to Markita, “I’ll work hard to make enough money to send you to college.  You’ll go to college and when you graduate, you’ll make enough money to take you and me around the world. Okay?”  That thought ran around Markita’s mind.  How would she ever be able to afford a trip like that?

When Markita was 13 years old, she read in a Girl Scout magazine that the one who sold the most cookies would win a trip for two around the world.  Here was her answer.  She had to go for it.  She could smell that trip like you can smell those good cookies. Markita’s aunt gave her some invaluable advice, which included asking people to invest in her cookies not just to buy cookies. Markita started telling people her dream of earning a trip around the world for herself and her mother.  She then would close with, “Would you like to invest in one dozen or two dozen boxes of cookies?”

Markita sold 3,526 boxes of cookies that year and you know what?  She and her mother went on a trip around the world.  What was it that has taken Markita to the top?   How was she able to sell so many cookies?  Well, there are many factors to her success but I believe one of the key ingredients was the questions she asked her self.  I imagine she asked herself good questions like, “How can I win that trip?  How can I succeed?  What is going to go great today?”

You see, God created the greatest computer right between your ears.  If you ask your brain a question, it will search and search and search until it finds an answer.  The problem is that many people ask themselves lousy questions.  They get up in the morning and the first thing they ask is, “I wonder what is going to go wrong today?”  And before they know it, their brains give them a whole list of things that could go wrong today.

We don’t want to be like that.  We need to use to the best of our abilities the computer in our heads.  We need to ask ourselves good questions.  Get up in the morning and ask yourself, “What is going to go great today?” or “What will I enjoy today?”  When you ask those questions, your brain finds answers to them as well, which will motivate you in the direction of success.  How we feel and where we are headed in life is in direct relationship with the consistent questions we ask ourselves.

The next time you are in a bad mood try to stop and catch yourself. What kind of questions have you been asking yourself?  I can almost guarantee that you have been asking yourself some pretty lousy questions.  Let’s change that pattern right now.  I encourage you to take some time and really answer the following questions.  Roll them around in your head.  Spend some time with them and then write down your answers.  When we change our questions, then we change our answers, that in turn changes our focus, which then leads to our success.

1.  What are you excited about today in your sales career?

2.  What can you learn today?

3.  Think of a challenge you are having right now in your sales career.  How can you make it better or even solve it?

4.  How can you serve your prospects and clients today?

5.      How can you make a difference?