Q: Does your intrepidity shine through?
A: One of my all time favorite movies was the Hollywood Epic, The Magnificent Seven staring Yul Brenner and a fabulous cast in a great western. It was true (in this movie) that the Magnificent Seven were very willing and able to fight tirelessly for a cause. But in this case, their intentions were to create an ideal situation without bloodshed. A situation that included giving the villagers the inner and morale strength to stand up for themselves and send the bad guys a message that this village just might not be a push over to their nefarious ways.When it comes to sales or managing a business, if your inner person is “right” then your confidence, knowledge and fearless level will shine through in the way you carry yourself and approach any given situation and/or competition. Your confidence level, when shinning through, puts people around you on notice that you are a force to be dealt with.
The solution meets the problem when you offer a “demo” whether with props or verbalization. I firmly believe when I personally am in this mode, it is a test of my ability. And failing tests in not an option for me nor should it be for you.
When you sell a service, your prospect has to visualize the service and its impact or positive results on him/her. And if a picture or even a mental image is worth a thousand words, then a live demonstration is probably worth 10,000 words because our brains act a hundred times faster on what we see than the image our imagination portrays.
My message today is that your confidence level can act as the perceived problem solver for increased productivity, providing happiness, minimizing negativity and improving lives to name just a few areas. Make the problem areas come alive, then create a sense of urgency by not only identifying the problem(s) but the effect the problem has on the other person or company.
For an example, an ordinary sales person is so interested in “the pitch” that he/she isn’t aware that the buyer has gotten accustomed to living in a pan of water that’s steadily getting warmer and warmer. A consummate sales professional has a “fire raging through his/her hair” and infects the prospect with that urgency of solving his/her problem.
Don’t try to convince the prospect with rhetorical nonsense, self centered rationale, features and benefits. Paint a picture of how hot that water is going to get and what the ultimate outcome will be if they don’t react if something isn’t done.
So here is my self evaluating question to you; “Does your intrepidity (fearlessness) shine through every day?”
As always I wish you an absolute tremendous week all good and no evil. Your questions and/or comments are always welcome here. And of course, if I can ever be of assistance to you and/or your organization, please call or write and I will respond immediately.
Regards,
George F. Mancuso, CPC
