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May 2013 

 
 

Four Sales Truths to Set You Free

by John Chapin

 

If you're going to be successful in sales over the long haul, there are four truths you need to face. Missing any one of these could sabotage your long-term success and happiness.

 

1) It's not about chasing the sale.
Almost everything you chase runs away, and you probably don't want any part of the things that don't run away. Even great white sharks will swim in the other direction if you swim at them.

 

Instead of chasing the sale, work on the connection and the relationship. Make it all about the other person. The best salespeople have always focused on doing what's right for the other person.

 

That said, are there some sale-chasers who have experienced success? Yes, but it usually comes at the expense of other areas such as their character, reputation or personal life. I'm also guessing they aren't people you like or admire on a personal level.

 

So in order to have a long, happy, successful sales career, take care of people and relationships. Instead of having to chase sales, the sales will chase you.

 

2) You have to be completely accountable.
You need to have several levels of accountability in place to ensure you do what you need to do to be successful. The most important is accountability to yourself. That said, even the strongest and most self-disciplined among us will allow ourselves to falter from time to time. So it's important to have a second and perhaps even third layer of accountability.

 

Your second level consists of people you work with and other professionals. The third level of accountability includes friends, family and other acquaintances. All that said, even with other people checking on you, it's possible to cut corners, lie and otherwise fudge things in your favor. You've got to push yourself.

 

3) You've got to be brutally honest with yourself.

If you don't have the sales you need and the overall results you want, it's probably your fault. Own it and do something about it.

 

This doesn't mean you have to beat yourself up to the point where you feel so bad about yourself that you can't perform. At the same time, you need to get enough leverage that you push yourself to get the job done every day. Success or failure is completely up to you.

 

4) You have to get organized and get control of your time.
Getting organized and getting control of your time begins with setting goals and making a plan. Decide what your business goals are for the year and then break them down to monthly, weekly and daily activity.

  

In sales, most of your time should be spent prospecting, closing or otherwise chasing business. Continue to improve your organization and time management skills until you are spending 80 to 90 percent of your time in these three key areas. Then put checks and balances in place to keep yourself at that level.

 

John Chapin is an award-winning sales speaker, trainer and coach, a number one sales rep in three industries, and the primary author of Sales Encyclopedia. For more info, visit www.completeselling.com.

 
 
 

ALA June 2013 Market Seminars

  

LED Replacement Technology: Opportunities and Concerns
Date: Friday, June 21, 2013
Time: 8 - 9:30 a.m.
Instructor: Fred Oberkircher, FIESNA, IALD, IDA, LC
Credit: 1.5 CLC hours
Cost: $44
Register Online or Download a Registration Form
Sponsor: GE Lighting

How to Define and Demonstrate the Five Characteristics of Light
Date: Friday, June 21, 2013
Time: 4 - 5:30 p.m.
Instructor: Fred Oberkircher, FIESNA, IALD, IDA, LC
Credit: 1.5 CLC hours
Cost: $44
Register Online or Download a Registration Form 
Sponsor: Swarovski  

 

LED Dimming for Dummies
Date: Saturday, June 22, 2013
Time: 8 - 9:30 a.m.
Instructor: Nick Senofsky 
Credit: 1.5 CLC hours
Cost: $44
Register Online or Download a Registration Form 
Sponsor: Lutron  

 

How to Produce a Professional Lighting Design Plan
Date: Saturday, June 22, 2013
Time: 11 a.m. - 12:30 p.m.
Instructor: Al Thomas, CLC 
Credit: 1.5 CLC hours
Cost: $44
Register Online or Download a Registration Form  
Sponsor: Dolan Designs  

 

 

 

   

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