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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."

 

You Are Not Tony Robbins

 
Not all of us are bound for greatness. As Judge Smails told Danny, “The world needs ditch diggers, too.” Caddyshack references aside, this week’s blog post is here to remind you of something: You are not Tony Robbins. And furthermore, you shouldn’t try to be Tony Robbins. One is enough.

The sales rep who comes right out of Central Casting is tall, dark, and handsome. He has a million-dollar smile and a million-dollar personality and he sells $1 million of print a year in his sleep. If you need a visual, think about that, “Worlds most interesting man” from the Dos Equis ads.

He also has an upbeat and positive nature. He is an optimist and that optimism comes out in his voice. It is definitely a factor in his success, but it’s not something he developed; is not something he went to school for or took a class to learn how to do. It came to him naturally.

You might not have that gift. As such, you need to compensate in order to compete with salespeople like Mr. Wonderful from two paragraphs ago. However, if you try to emulate his personality, you will fail. You will come across as phony.

Don’t do that.

People love talking about themselves. Let them. Learn how to hold a conversation. Learn how to be engaging. Learn to ask questions. Open-ended questions. Questions that cause the customer or prospect to rail on and on. The more you listen, the more you will learn. The more you talk, the less you will learn. In addition, you will be remembered as someone they like having around because you make people feel good.

To the best of my knowledge, doctors and scientists have yet to offer a personality transplant. That being the case, you need to focus on a more attainable goal. By becoming a student of human nature, you can develop this important skill and thus offset the fact that you are not Tony Robbins.

You can’t change the spots on a leopard and if you are the kind of leopard who is not blessed with the gift of gab, pour all your energy on improving your listening skills. Become a good conversationalist. Be curious. Be engaging. Be the ball, Danny.

Bill’s new DVD, “The Challenges of the Selling Owner” is now available at www.AspireFor.com. $99 includes shipping.

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