In the vastness of our universe, there is a power that when wielded by the right person can change the world. Those who use this power to improve the lives of mankind are known as Salesmen, and these are the stone that holds their source of success.

 

Self-Confidence

You can have the perfect prospecting system, sales pitch, and closing tactics, but without confidence, you’ll never make a sale. You as the salesman are the image of the product. When the customer sees or hears your pitch, they see or hear the product. Therefore, if you are not confident then your product will come across as weak and unreliable.

To become a great salesman, you must see yourself as that salesman. Without this visual goal, you will become lost in the obstacles and rejection that comes with the territory.

80/20

Sales is 80% psychology and 20% strategy.

The psychology aspect incorporates the soft skills required to succeed. Soft skills are the personal skills you bring to the table by who you are as a person. These include your personality, drive, communication, and listening skills. Knowing how you as an individual functions, how humans as a whole function, and how to use both of these aspects to your aid, is 80% of sales.

The second part of sales is the strategy. These are the hard skills such as gained techniques and necessary software skills.

 Prospects

There are two kinds of customers; prospects and non-prospects. Prospects are the people who need the product of which you are selling.

Selling a snow cone to an Eskimo is not proper prospecting or sells. An Eskimo doesn’t need a snow cone, they need a heater. Trying to sell a snow cone instead of a heater is not only a waste of your time but is also damaging your reputation and the reputation of sales as a whole.

Due to used-car salesmen and the Wolf of Wall Street mindset, sales has a bad wrap of being a field where “always be closing” is the main agenda. Selling a product to someone when they don’t need it is dishonest and unethical. This is why one should always be aware of needs and new opportunities to provide solutions.

Plan

Things just might go right, and things most defiantly will go wrong, so be prepared for both.

Going into a sales pitch with a road map of where you plan to go and alternative paths in case you hit a few bumps along the way, will increase your chances of success and decrease those deer in the headlights, dry tongue, and blank mind moments.

Embracing question is an opportunities to boost your sales. Be prepared with answers and solutions to foreseen objectives. And remember that these inquires show that the customer is interested, not that they are opposed.

Having a plan will allow you to have a mind of ease and sense of security as you pick up that phone and embark into the unknown.

Closing

If you find the perfect customer and present the perfect pitch, but yet neglect to have the tactics to close the deal, then you will have done nothing more than convincing the customer that they have a need and that you have a product.

Closing is no the act of tricking the victim into signing on the dotted line. It’s the act of a hero giving the solution the person in need. This is acutely when you get to be the hero, whereas before this moment you were simply a person with good intentions.

In a way, sales is about ABC, Always Be Closing. The significance though is not in the dollars added to the company, but in the individual whose life has been made just a bit easier and more enjoyable because of your product.

Loyalty

Customer loyalty refers to an individual who continues to return to one company or product time and time again. However, the loyalty of a customer relies interlay on the loyalty of the brand. Not only does the product need to be reliable and able to deliver all that was promised, but the company itself must also show its devotion to the customer.

By following up regularly, a salesman develops their greatest asset, a relationship. This connection allows future opportunities for sales and even more importantly ensures that the customer is satisfied which leads to great referrals and more prospects.

 

 

Heros vs a Villans

In the movie End Game, the infinity stones are used by two forces. Good and evil. In the hands of evil, half the population is annihilated. Whereas in the hands of good (spoiler alert) lives are brought back and order is restored.

Sales is a powerful role that when placed in the hands of evil can hurt many people, but in the hands of good, can improve the lives of so many.

The questions is, are you a sales villain or a Sales Hero.

The project was presented to me this past week to reach out and interview an individual with experience in the field of Sales. The purpose of this assignment was to advance my knowledge in this role. With this fact in mind, I determined to only learn from the best, which is why I reached out to Nick.

Nick Rundlett is a Sales professional, authentic communicator, and self-directed learner.

The following is the lights of our interview.

1. What made you choose to pursue this role?

“Well, I’ve kind of always been selling.”

Nick started out his sales career with Pokemon cards as a kid, moving to candy in school, to eventually smuggling in laser pointers in high school, much to the disapproval of the teachers. With the inheritance of a coin collection, the school playground salesman became fascinated with the topic of sound money and economics, which resulted in a headfirst dive into the buying and selling of coin collections. This is how Nick discovered that he truly enjoyed the process of sales.

From these humble beginnings, Nick eventually chose to drop out of college to pursue a career in sales which has been advancing his skills and success ever since.

2. What skills and training are required to fill this role?

“Sales is 80% psychology and 20% strategy.”

Creating self-awareness is one of the best tools that one can cultivate when involved in sales. Being able to identify one’s strengths and weakness and then create ways by which to improve those areas will increase their efficiency in sales.

A personal example that Nick gave was the area of organization and discipline in the early parts of his career. Recognizing that this was a weakness that hindered him from reaching his full potential, Nick determined to concur this obstacle with positive habits. By dedicating two hours of his morning to cold calls, he was then able to accomplish his agenda by noon each day.

3. What is the greatest challenge in this role?

“Coming to terms with the fact that closing a big deal didn’t make me feel better about myself.”

Sales can give you financial freedom, flexibility in work schedule, and the opportunity to advance your career, but it cannot give you self-esteem. This is a trait that you must bring yourself. Unless you come to sales with a healthy self-image and self-esteem, you will struggle in gaining any level of success in this role.

4. What is the greatest gain?

“Self-confidence and the ability ignore rejections.”

When making a sale you must portray I high level of self-confidence. You as the salesman are apart of the product. When people see or listen to your presentation they see the product through you. Therefore one must lead with confidence otherwise the product itself will appear weak and unreliable.

Indeed, sales does not give one confidence, however, it does provide the atmosphere to grow and create that confidence. Honesty, you have no other choice.

Without a strong self-image, one will never make it through the first 1,000 cold calls and first 100 no’s, which is required to reach the point where you are making progress. Rejection is a part of sales. That is just short and simple truth. Therefore one can choose to wield this obstacle to drive them forward, or they can allow it to beat them down.

5. What do your day to day tasks look like?

“I believe that I have a few core beliefs that guide my actions throughout the day without me necessarily being consciously awarenesses of them.”

Depending on your sales role and the company you work for, your day to day tasks will look quite different. According to Nick though, there is a hand full of guiding truths that enable him to be the salesman he is each and every day.

“If I put in the work, I will get the results.”

“I always committed to giving 10% more than what was expected of me.”

If Nick is asked to make 50 cold calls, he will make 55 and then some.

Whether in sales or any area of life, one should always strive to exceed the expectations of those around them.

Improving oneself and pushing past new boundaries is the day to day task of a salesman.

6. What is the significants of sales as a whole?

“Sales is about helping people solve problems. Sales is about connecting people to a solution that they otherwise would never have known existed”

To be a successful salesperson you must be an honest, caring, trustworthy person. Sales is all about providing a need for others. It matters not how well you can sell a pen if the person doesn’t need it then you are not providing a need, but are instead taking advantage of your situation and damaging the brand of sales as a whole.

7. What hard skills are necessary for this role?

“Math… because you will be asked to spitball numbers. You will also need to learn a lot of different software tools.”

Sales is a soft skills role whereas computer engineering is a hard skills role. With that said, there are hard skills necessary to adequately completes one’s job in sales. Understanding and being quick when it comes to math will help when you find yourself calculating prices and numbers to a potential customer. Software skills are an absolute necessity regardless of where you work, and each company will have different software forms that you will need to master.

The hard skills required for a sales role are simply the tools that enable you to use your soft skills. Sales is 80% psychology (soft skills) and 20% strategy (the hard skills).

8. What does it take to succeed in this role?

“I can’t give you a nugget, but I can give you several.”

Discipline, persistence, willingness to be humble, the ability to learn from failure, self-awareness, a hunger to learn and improve your sales and yourself, and a desire to serve and help other people.

Regardless of the bad wrap given to the roles of sales, this is a truly honorable, and I might say, heroic line of work. It requires one to constantly be improving themselves so that they might be able to serve the needs of other more effectually.

So what does it take to succeed in the role of sales? Simply to be a hero.

 

9. If you could give one piece of advice to a young person considering this role, what would it be?

“Do you want to be doing this?”

Anyone can benefit from the experience of being in a sales role, but the greatest key to success in sales is being self-aware. Going into this role blind will only result with you being knocked down and disappointed. Before you enter into this role you must determine that this is something you want to do and do well at. Once this decision has been made you must create that self-confidence a rejection buffer necessary to withstand the obstacles that will come.

Conclusion

The role of sales is one that challenges a person to become the very best version of themselves. It is a career that pushes one past the limits of comfort and ease to determine which members are strong enough to succeed. And is a profession based solely on the concept of helping others?

Sales is 80% psychology and 20% strategy.

The original True Grit, starring John Wayne is a beloved classic known by heart to many western movie lovers. Though I do enjoy my classic John Waynes, for myself this particular film has more of a work-related connection.

During my second month of Praxis, I have been tasked with the assignment of understanding and digging deep into the topic of Sales, which is the role of which I intend to earn a position. The film of a one-eyed lawman and pip-squeak girl searching for justices has revealed a few similarities to that of the sales world.

What is Sales?

In the movie True Grit, we see a little girl out to find the man who killed her father. The task ahead of her is one that requires a man of grit, thus leading her to one Rooster Cogburn. The scene in which these two meets is pure sales.

Sales is the process of two people exchanging assets to fulfill the personal needs of each party involved. Yet it’s a bit more complex than that. The customer must be the right kind of prospect, meaning a person who needs the product to fulfill a want, needs, or personal desire. To prove beyond a shadow of a doubt that this product will indeed fulfill their area of lack requires a well planned out presentation to ensure the customer that they are making the right choice. Yet this alone will merely leave both parties with an understating of what they both need, with no resolution. Closing the deal involves both individuals exchanging assets leaving a dilemma resolved and a need filed.

“I’m Mattie Ross from Dardanelle in Yell county and I’m looking for the man who killed my father.” Mattie goes on in her sales pitch to convince the old lawman that the chase and capture of this criminal are well worth his while and she promises to fulfill his need in the form of money.

This particular sale is a bit odd since the salesman, in this case, is the one with the money wishing to acquire an asset or service. In most cases, this is the other way around, though if we remember the definition I gave above, that sales are the process of two people exchanging assets, then we see that this is still a sale. Mattie has the desired commodity, money, and Rooster has the desired service. The exchange is a sale even though the salesmen is the one paying the bill.

 

What are the Responsibilities in Sales?

Simply put, to fill the needs of another. This is truly a heroic career at its core.

Mattie has a desire, to see justices severed, yet she cannot have this until she first takes care of the needs of her customer.

There are two needs that every customer has.

First the feeling of security. Every customer wants to know that they are making the right decision, therefore it is the job of the salesman to assure them that this is beyond a doubt a wise move on their part. This is not a process of trickery but is instead the act of assuring the customer that the needs they have can and will be fulfilled through their agreement to invest in your product.

Second, is the actual product or service that the customer is lacking. Before you, as a salesman can get what you want, you must first help your customer get what they want.

What is the importance of this role?

Without sales, there would merely be unused assets and people with the ability and desire to pay for those assets, yet the two never cross paths. Salesmen are the heroes that bring solutions to those who need them.

Whether you’re in a company selling pens, or a western movie seeking to avenge your father’s death, the only means by which you will achieve your goal and help those who are in need, is to provide a means of exchange.

This journey to be the hero is not an easy one. There will be many days of hard riding, shoot outs, and you may even be captured by bandits. In the end though, when you have achieved your goal and delivered on your promise to your customer, the rattlesnake bite will worth the accomplishment.

 

Conclusion

Though Rooster Cogburn is the one given the title of true grit, we all now that Mattie is the one who truly showcases this determination and dedication. It takes a person of true grit to succeed in the world of sales. So the question is, are you a salesman with true grit.

If I have seen further then others, it is by standing upon the shoulders of giants. – Isaac Newton

The project was presented to me this past week to reach out and interview an individual with experience in the field of Sales. The purpose of this assignment was to advance my knowledge in this role. With this fact in mind, I determined to only learn from the best, which required a bit of creativity on my part.

Zip Ziglar, American author, motivational speaker, and world-renowned Salesmen.

… died 2012.

This minor detail removes a one on one interview form my options… or so it would seem.

The purpose of an interview is to acquire answers form an individual of interest, and thanks to today’s vast store of knowledge a date via the internet, I was able to do just that, regardless of my subject being deceased.

The Coffee Shop (in my mind)

“Hello, Mr. Zinglar. Thank you so much for meeting me today. It’s a pleasure to meet you and have the opportunity to ask you a few questions.”

“Please, call me Zip. And the pleasure is mine. I do love a good conversation, especially concerting sells.”

This is how I envision my interview starting, coffee and tea before the both of us, as a true giant of the sales world opens up his vast knowledge to a young and hungry mind.

Question 1: What made you choose to pursue this role?

Zinglar believed that a person could achieve anything they desired if only they would help others.

This thought process was the foundation for Zinglar’s Sales tactics. If you wish to make a sale, then your job is to help that customer get what they want. It’s not about you closing a deal, it’s about you filling a need in the lives of others.

It is for this reason that Zinglar chose the sales path, and it’s also why he did so well at it. Every customer was an opportunity to impact his little part of the world. Every sales was a solution to a dilemma in the life of another. And ever dollar earned was the rewards of honest work that he found pride and joy in.

 Question 2: What skills and training are required to fill this role?

In Zingar’s opinion, the most essential skill in Sales is one’s self-image. Outlined throughout his courses and presentations on the topic, Zingar’s formula for an effective self-image consisted of 8 simple steps. 1) recognize your value. 2) Dress for success. 3) listen to influential and inspiring people. 4) Realize that you must walk before you can run. 5) spend time with people who improve your positive character traits. 6) make a list of and know your accomplishments, caring them with pride. 7) Envision yourself being the kind of person you want to be so that you can have a visual goal to strive for. And 8) Remember that you achieve your desires by helping others with their own.

Once one has gained a strong self-image, they are then prepared for the challenges that will inevitably face them in the world of sales.

Going into this battle, one must equip themselves with the 4 main weapons by which a salesman brings his riches to the people in need. These are 1) Prospects. 2) Planning. 3) Closing. And 4) Follow up.

I lean in to hear the old man’s explanation for these four keys, only to see a smile cross his face as he says.

“But more on that in later answers.” Then he takes a sip of his coffee.

Question 3: What is the greatest challenge in this role?

To Zinglar’s way of thinking, closing a sale, when pitched to the right kind of prospect, with a well-strategized and executed plan, is not in the slightest bit challenging or difficult. Therefore, the greatest challenge when it comes to being a salesman is oneself.

If one lacks the proper self-image to face this brutal combat, then they are destined to fail.

If they face their challenge without the foreknowledge of what they are facing, what they are to accomplish, and why they are doing so, then they will simply waste their time, effort, and drive. The tool of Prospects.

If they enter this battlefield without a strategy and well planned out route to their destination, then they will become lost and never make it through alive. The tool of Planning one’s presentation and delivery.

If they do not have the strength to bring their challenge to an end, then they will have fought for no gain. The toll of Closing.

And if they, by some miracle, do make it through, yet neglect to care for those they have delivered their riches too, then they will have lost any hope of victory for the future. The tool of Follow Up.

The puzzled look on my face gave me away, causing the old man to smile.

“ You,” he says pointing his finger at me, “you are your greatest challenge. You will determine whether you close a thousand sales or not a one. It’s not a matter of the customer, it’s all up to you.”

Question 4: What is the greatest gain from being in Sales?

There are 3 according to Zinglar.

First and foremost, the opportunity to provide the solutions, wishes, and needs of others.

Second, is the lifestyle one can gain by living out this role. Sales is a way of life and a mindset that affects your entire existence. By creating a self-image that allows you to succeed in this role, you ultimately create a you that allows you to succeed in life.

And third, there most definitely is an opportunity to make a significant amount of moola.

Question 5: What does your day to day tasks look like?

One word. Opportunity.

A laugh comes from Zinglar as he thinks back to a memory from the past, and I can tell that I am in for a story.

On the way to a sales opportunity, the younger version of the man before me found himself pulled to the side of the road by a highway patrol officer for speeding. After attempting to talk his way out of the ticket, to no avail, he once again finds himself back on the road. Entering the courthouse to pay his enormously high ticket of $35, which was a significant amount back in the day, the lady at the counter catches his attention and an opportunity presents itself. After a few minutes, Zinglar walks out having closed a sale with not only the lady at the desk but also her fellow employee.

On the way back home, Zingar just happens to drive past the same patrolman, and for the first time in his life, he actually pulled over an officer, to thank him for a ticket.

Every situation is an opportunity if only one is aware and prepared. This is what a salesman day to day life looks like. Constant opportunity.

Question 6: What is the significants of Sales as a whole?

Sales get the product of a company into the hands of those who want and need it. Without this vital role, there would be nothing more than companies full of products with customers who have the ability and desire to buy, but yet the two never cross paths.

Salesman aren’t the crafty foxes that trick their prey into investing in a faulty product. Salesmen are the valiant heroes who go above and beyond to bring the solutions to those who need them. Sales is an honest trade and one that should be upheld with high esteem.

Sales is a truly significant role in every company no matter their size, yet it is one that can only be valued if the members of its body go about their roles as men and women of honor, instead of Wolves on Wall Street.

Question 7: What hard skills are necessary for this role?

Understanding how people work (psychology), is necessary for planning out how to present one’s product to a wide audience.

When asked to pick a color, most people will think of red. When asked to think of a flower, most people will think of a rose. Though these are not always the case, knowing how to target the common tendencies of people will help you create the perfect approach that will ensure that both you and the customers leave with satisfaction on both sides.

Question 8: What does it take to succeed in this role?

Personality, determination, wit, and a desire to help your customers. This is what it takes to become a successful salesman. Apply these aspects to your prospect searching, your presentation planning, closing, and follow up, and you’ll find that giving the right people exactly what they are looking for is fairly simple.

“Now write this down”, Zinglar says pointing to my pad of paper. “I said it was simple, not that it was easy. There is a difference.”

Question 9: If you could give one piece of advice to a young person considering this role, what would it be?

Recognize that you are, or turn yourself into, a person who’s self-image is one that excells in the field of sales. Then just be yourself.

Planning technics, closing tactics, and follow up procedures can all be gained through time and experience. Self-image though and how you go about facing a challenge as an individual is something that only you can determine and produce. So don’t be your greatest challenge. Be your greatest asset.

 

 

 

The coffee shop fades out of sight as I return to reality. In my mind, I had spoken to the living Zip Zinglar, yet in all actuality, I had simply read, watched and listened to hours of content created by him years ago. With this fact stated, indeed, I did not interview Zinglar myself, but I did find my answers and I have been inspired.

Through an imaginary interview, my eyes have been opened to what sales can truly be. It is not simply a job title or a means of paying the bills. It is that act of changing the world one need, wish, and solution at a time.

As I come to the end of my first month of Praxis, I feel as if things are truly starting to get rolling. With a killer website, pitch deck, and LinkedIn, not to mention some pretty fantastic blog posts and an about me video, these first 30 days have been monumental.

Yet, I’m only just getting started!

For the next leg of this marathon race, I will be creating a project that will best showcase my skills and abilities to future employers. Some of the traits I wish to highlight, improve upon, and learn would be as follows.

 

Psychology as it relates to Sales

How the human brain reacts to certain situations and how those situations can be influenced to bring about a certain outcome. My goal is to better understanding and be able to put into practice these techniques when it comes to making sales.

Sales Communication skills

Being able to speak or write, in an intriguing manner that brings about the action of closing a sale. With my experience in Public Speaking and writing, I am looking forward to improving these skills to become a persuasive salesman.

Prospecting

Prospecting is the process of finding potential customers and connecting with them to present your sales pitch. Learning how to find the right people who are interested in the kind of products I have to offer is a skill I am ever so excited to learn and apply to my sales life.

The Tips and Secrets of Successful Salesmen

Why reinvent the wheel, when you can just sale it? I intend to find as many resources on successful sales tactics to learn from the best to become one of the best.

Relationship Building

Sales are all about creating relationships. My job as a salesman is to see every potential customer as more than prospects but instead as an actual person. No one wants to be sold yet everyone needs help in certain areas. I want to be that person who helps, not just the one who closes the sale.

How to run Sales as a Founder/CEO

With the intention of starting my own business one day, I desire to learn as much about each and every aspect of how a company functions to best run my own company one day. Without sales, a company is incapable of surviving, thus the knowledge of how to run sales sufficiently will benefit me in my future business plans.

 

The Projects

To showcase, improve, and learn these skills I will be creating one Kick Butt project in hopes of setting myself apart in the field of sales. Here are my top five ideas.

Sell sock with a meaning

I asked myself, “What is the most boring product I could sell”? Socks!

This project goes beyond selling a less than exciting product though. I’m raising the bar even higher than that.

I will sell socks to people by convincing them that the socks they wear can create meaning in their life.

This posses will incorporate Psychology, Communications skills, Prospecting, Relationship Building, along with Tips and Tricks form Successful Sales sources.

Start a Non-Profit

A dream of mine has always been to start a Non-Profit for unplanned pregnancies, where I would host baby showers to provide essential needs and assistance, along with adoption education.

By creating this 51C3 I would be learning how to run my own company which would include sales, marketing, operations, technical support, and customer success.

As far as the traits that I listed above, this project will defiantly incorporate Psychology, Sales Communication, Prospecting, Relationship Building, and Running Sales as the Founder of a company.

Bring in Customers for small scale Companies

For this project, I will reach out to 3 or more small organizations that I admire and respect to  improve their awareness through sales.

These charity based organizations are less recognized on the grad scale and would greatly benefit from a boost in sponsors and incoming interest.

This process will incorporate Psychology, Communications skills, Prospecting, Relationship Building, along with Tips and Tricks form Successful Sales sources.

A Stance for beef

A hot political topic, especially in the agriculture world is the plummeting sales of beef. With my background in agriculture as President of the Mesa County Catch-A-Heifer and official 2013 Beef Advocacy recipient, this is a cause that is near and dear to my heart and one that I can defend affectively.

By means of blogs, internet marketing, reaching out and interviewing leaders in both industries, with videos to document the entire process, I intend to bring Beef back for dinner.

This Project would incorporate prospecting, communications skills, psychology, successful sales techniques, and relationship building.

Start a Podcast

Sales require communications skills, so what better way to improve and showcase these skills than putting myself in front of a mic.

This podcast would be based on sharing encouraging and educational insights in the business world. Topics such as how to handle work situations, sales techniques, marketing strategies, organization tips, and so much more.

Creating this project would incorporate Psychology, Communications skills, Relationship Building, Tips and Tricks form Successful Sales sources and an understating of not only how to Run Sales but also all areas of a company.

 

Yes, I am only just getting started and it’s pretty darn amazing already.

The road that lies before me shows great promise as do the projects and skills I am creating along the way.