Wednesday, March 09, 2011

Learning from others

from Jim Meisenheimer:

Do you want to be a really smart salesperson?

Think about it for a minute.

If you want to be really smart about business - especially selling, here's the first step.

You need to recognize that all salespeople aren't really smart about selling.

Oh, but I bet most salespeople believe that they are smart.

Here's a litmus test for you.

You might not like it and even disagree with the results you get.

This litmus test involves only one word.

The word is - BOOKS.

How you determine how "Selling smart" you are will ultimately depend on the size of your library.

Sure, your experience counts for something. But it doesn't count for everything.

When you wrap selling books around your personal and professional experiences you're upping the readout on your "Selling smart" meter.

Books have so many built-in advantages for you.

Books are loaded with other people's ideas.

Books can get you thinking about things you haven't thought about before.

Books can change how you think about things.

Books can get you to start doing things differently.

Books can get you to start doing new things.

Books, especially if there good can linger on long after the book is put back in your personal library.

Books, especially the nonfiction ones, don't have to be read from cover to cover.

Selling books offer mental exercise for your brain. Think about what happens when you exercise your body and your brain. It's hard to imagine why more salespeople don't do it.

As soon as you decide you want to be a really smart sales person you have to decide how many books you're going to read.

One book a month equals 120 books over 10 years.

One book every two weeks equals 260 books over 10 years.

One book a week equals 520 books over 10 years.

So what's the difference?

The difference boils down to how smart you want to be.

The difference is the size of your library. Just for a moment imagine you want to outsmart the competition.

Having the biggest library, with books you've read, will add immensely to your selling competence.

It will also have an incredible and positive impact on your self-confidence and self-esteem.

If you want to be smarter than your competition you have to do what they're not willing to do.

Determine how many books you're going to read this year.

Of course your plate is already full, so you'll have to determine what you'll give up in exchange for more reading time.

Next step - just do it!

You can be a really smart salesperson - it's really quite easy.

It happens one page at a time.

Jim Meisenheimer
13506 Blythefield Terrace
Lakewood Ranch, FL 34202
Tel: 800-266-1268
Fax: 941-907-0441

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