Do you know how to succeed in business?

Have you identified what it is you do?  It seems a silly question, but really, have you identified what it is that you do, how it is different from what others do and in what order you do it? Another question is where and when do you engage the skills you need to do? We often talk about our “why’s” in direct sales, but I have found that our “why’s” are often known, but the “what’s, how’s, and when’s” are sometimes ignored.

Over the years, I have consulted, spoken as a key note speaker, or have been hired to identify the needed areas of growth that support sales, there is often common ground that arises.  The cart is often put before the horse in the person or company’s thinking.  Let me give you an example.  So often an independent representative wants to be “the top dog” in the company.  The titles change, but it’s really about being “the top dog.”  They often dress like the top leaders, they emulate the top leaders tapes and/or recordings, and the representatives see the prizes, the cruises and the awards with such respect.  Can I let you in on a little secret?  You have to experience the excellence of customer service,  of a product demonstration, before you can consider joining a company or selling a product. There are a few individuals who will join over a business plan, but most will succeed only as well as they have experienced the skills of success.  Too often organizations are so focused on building the company’s teams, they put representative training, customer service, excellence in engagement in the back seat of things to do.  Guess what?  If a new sales representative isn’t taught to sell, serve, and foundational skills of success…well, without that “know how” there is very little chance they will become a success in selling.  Without sells, representatives leave the company.

Are you ready to be the leader who takes the lead?  Your personal “show how” and attention to “know how” of your company’s representatives and your own demonstrations are a vital part of your success.  Leaders who take the lead know from the very first contact we are “showing how” our careers are done.  Call it a live action education classroom!  Our calls, our followup calls, our demonstrations and customer service are all modeling the organization we are building to its potential members and clients!  Have you considered that if your potential “top dog” hasn’t experienced every facet of what you need them to do to be successful as a representative, they will find little value in doing it later?  We model success each time we make appointments, do a class demonstration, followup with bookings, book additional bookings, return and follow through with customer service calls and most importantly MAKE MONEY AS WE DO OUR JOB…its our BEST calling card for “top dogs”  You see,  every one who enters a company in the long run will need to learn the skills that will support their success, that simply doesn’t happen accidentally. Routines, consistent practices, intentional teaching, that’s how we take our know how to show how that is a win for our clients, our representatives, and our own success!   Are you tuned into what, when, how, and how often you are teaching what you teach through example, as you share your know how to show how to succeed?