Words of Affirmation
Of the top five books I recommend every sales rep read, only one can be found in the Business section. The other four have more to do with human nature than sales.
Why is that?
Because sales is not formulaic. While you can engage in a step-by-step process, without that human connection, you will fail. At its core, sales is an interaction between two people and that requires skills that go beyond prospecting and giving presentations and closing.
And that’s why one of the books on that list is The Five Love Languages by Gary Chapman.
This book says we all feel loved when one or more of 5 “languages” is engaged:
- Words of Affirmation
- Acts of Service
- Quality Time
- Physical Touch, and
Because I am neither a therapist or marriage counselor, I will spare you from describing the importance of understanding the love language of your significant other in order to make that other feel significant.
But I will tell you this …
One of those bullet points above is a critical factor in managing a sales rep.
Words of Affirmation (my primary love language, btw) can make someone soar. Simply saying to a sales rep, “I believe in you” could be all it takes to keep them in the game after they have quit on themselves.
Being in sales can be terrifying and it’s a daily occurrence to think to yourself, “I can’t do this. Who am I kidding? They will fire me any day now.” Along comes someone like you armed with a powerful love language and suddenly that negativity evaporates, replaced with, “Well, if she/he believes in me, maybe I should, too.”
Encouragement is free.
Write it down. Speak it.
You don’t have to be a manager. You can be another sales rep or a customer service person. Deliver your affirming words and watch the magic that follows.
It is magic and magnificent.
Every sales challenge you’re facing has been solved by someone else. Find ideas, inspiration, and continuous sales growth through The Sales Vault community. For more information, go to SalesVault.pro. Bill Farquharson can be reached at 781-934-7036 or firstname.lastname@example.org
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at email@example.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.