Would You Buy from YOU?
Yes, you read the question correctly. Would you buy from you? At first, you may be thinking—duh, Sauers—of course I would. However, it is amazing how when I drill in on this subject while training, salespeople and owners alike begin to say something like “well, uh, ummm, huh, yeah, I guess.” Really? If you would not buy from yourself, then why would anyone else want to buy from you?
I have an example of the confidence, not cockiness, it takes to be successful in sales. Take a cornerback in football. (Note: to those who do not follow football, this is not the quarterback). The cornerback, like a salesperson, is an island on to themselves. This means it is a lonely position. A cornerback sometimes makes a big interception and other times gets beaten on a big play. It is easy for the spectators to see both the successes and failures. They are quite visible.
For a cornerback to shake such things off they must have what experts call “athletic arrogance.” What does this mean? It’s an unshakable confidence that they are the best at what they do—even when they have a short-term failure or bad game. This also means that when they have a great game, they do not get “cocky,” instead feeling they were simply living up to their potential and doing their job.
Salespersons are the same, and everyone is watching. Sometimes you make a huge sale or are able to set up a ton of qualified appointments. Other times, you are told no, leave, go away and more. So, what type of confidence does this require? It requires a salesperson to have the same type of “athletic arrogance.” Yes, I know you’re not playing football, but what I am after is the mindset that is required.
Ryan T. Sauers has spent nearly 30 years running, leading or consulting with printing, graphics, promotional and visual communications-related organizations. Sauers is CEO of two companies, Sauers Consulting Strategies LLC and End Resultz Inc. that among other things, owns magazines and is a media firm. Key areas of focus of the firms include sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs globally and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in the U.S. to achieve all three rigorous certifications related to human communications, personality and behavior).
Sauers has completed his doctoral-level coursework in Organizational Leadership and is now (ABD - All But Dissertation) working on his dissertation on why some entrepreneurs and small businesses achieve initial and long-term success, whereas countless others do not.
Sauers is the host of the Marketing Matters radio show in Atlanta that later becomes a global podcast. He also is the host of the Community Connections TV show that comes out in video and podcast form. Sauers is the author of the best-selling books, Everyone is in Sales, and Would You Buy from You? More info at RyanSauers.com or call (678) 825-2049 or email Ryan@RyanSauers.com