Posts Tagged ‘like and trust’
Have you ever read a article about selling that discussed the first rule of sales? I know I have. These articles usually refer to one of the following such as:
- People buy from people they know, like or trust
- Ask open ended questions
- Research your sales prospect
- Understand your solution
- Know your market
Yet even these are great suggestions, I contend the first rule of sales is to know yourself. Knowing yourself is not as easy as one might think.
Over the last 10 years, I know that 98.2% of salespeople do not know what they do well. So if you don’t know yourself, what you do well, how can you improve? How can you leverage your talents or strengths to actually increase sales?
Not knowing yourself is nothing new to the human endeavor. Thaleus (620BC) one of the Seven Sages wrote:
“The most difficult thing in life is to know yourself.”
Aristotle (384BC) said:
“Knowing yourself is the beginning of all wisdom.”
Later, even Shakespeare recognized the importance of knowing oneself when he penned these words:
“This above all: to thine own self be true, And it must follow, as the night the day, Thou canst not then be false to any man.”
When you do not know yourself, you can appear to be false (unauthentic) to others including your sales prospects, your customers as well as to family and friends.
So where does one begin to know the first rule of sales or one’s self? Reflection is one simple activity. By writing down what has happened, reflecting on daily events allows you to gain greater clarity as to your own individual behaviors and beliefs. This activity can increase sales.
There are some proven assessments (psychometric assessments) that reveal information regarding how you:
- Make decisions (Attribute Index based on the works of Dr. Hartman and Axiology)
- Communicate (DISC Index based on the works of Dr. William Marston)
- Are motivated (Values Index based on the works of Dr. Spranger and Allport)
Yes there are others, but these three provided a fairly reliable picture of the How, the What and the Why of who you are.
So as you move forward, remember the first rule of sales probably begins with you knowing who you are.
P.S.Why not schedule a short call to learn more about these assessments with me, Leanne Hoagland-Smith? CLICK HERE to find a convenient time or just call 219.508.2859 MST.Share on Facebook