Everyone talks about the importance Self Esteem and how we view ourselves has direct effect on our daily performance, and how happy we are etc. My question as a Sales Professional and Sales Trainer is: What are you doing to build your Sales Esteem? The way you value yourself as a sales person?
If you had to rate your Sales Esteem on a scale from 1-10 what would it be?
I believe there are three things you and I can do to help build our Sales Esteem.
Change the LENS:
We must change the perception others have of the sales profession, by breaking the mold of the stereotypical salesperson. It seems sales people get a negative wrap and are viewed as slick, fast talking, insensitive, non-listening, slimy used car “plaid jacket wearing” salesmen. We must challenge people on their basic categorization of sales people, by interjecting sales characteristics such as: pioneer, relationship catalyst, solution provider, match maker, life saver, bridge builder, disease stopper, subject matter expert, facilitator, connector, bottom line economic driver, etc. If we are doing the sales profession effectively then all of the above become part of our daily practices, and what we choose to take on as an identify will affect our Sales Esteem.
Change the Method:
Instead of measuring your sales career in popularity or feedback, move it into controllable actions like calls, testimonials, connections, dispositions, Solicitations responded to or presentations delivered. Too many times we as sales people live on the highs and lows of the way we feel after a meeting rather than the real numbers that drive our business.
Change your Value:
Every service and product usually finds a competitor but people can always be an individual. You can always decide to be different from your competition even if your product or service isn’t. You can always be the one person that remembers birthdays, writes personal cards, sends great anniversary gifts, is an exceptional public speaker, builds networks for your clients, is genuinely interested in their family, is always positive, is always candid, is always great with follow-up, etc. In short, you can always add value to “YOU” as a person. You always be a player that separates yourself from your competition in the sales world.
Build your Sales Esteem and you will work your way through the sales funnel faster and with greater results. Best thing of all is it’s controlled by you!
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David Villa is the founder and CEO of iPD, a marketing, media and training firm that works with companies of all sizes and industries across the Unites States. He has over 20 years of national sales and executive management experience that he brings to his company. Since the company was established in 1995, Villa has been responsible for pioneering, growing and scaling iPD into one of the nation’s leading database management, business development, training, and intelligent marketing companies in the automotive industry and beyond. Not only is he committed to his business, he is dedicated to his faith as a Christ follower, his family, and his employees. He credits his success to those who he’s been privileged enough to call his teammates. David and his wife of 25 years, Diana, started iPD from their bedroom in Tampa, Florida and have three children ranging in age from 18-25. They went from dialing local dealers from their house, to now working with more than 600 companies annually. iPD is now one of the leading direct marketing firms in the U.S. servicing a multitude of industries. Based out of the greater Tampa Bay area, iPD has been in business, and expanding, for 22 years. In addition to being the CEO of iPD, Villa is a published motivational speaker. He specializes his training in the arenas of sales, leadership, and team building. Villa is also a host on “Auto Dealer Live,” a weekly radio show where dealers go to discuss relevant topics in the automotive industry. Villa is also an Amazon best-selling author and editor in chief of iPD’s “Auto Dealer Live Magazine”. As lead trainer for iPD’s “Serial Sales Pro” Villa’s passion is the see individuals unlock their God-given potential and utilize their talent in its fullest.