By Christopher Thompson
Published Sunday April 12th, 2009 – Union Leader NH Sunday News
I consider myself to have a very open mind and I try my best to learn something from the various people and situations I am exposed to. Last week on my radio show, I had the opportunity to interview Shaun Priest, a VP of Sales for an “e-health company” and his answer to one of my questions made the light bulb go off in my mind.
During a line of questioning towards the end of the segment, I asked Shaun if he could give three pieces of advice to every sales professional, what would they be? He calmly and confidently answered, “first, take a hard look at yourself and do a personal assessment”.
What a great answer. Shaun’s answer is one I speak of often and is even incorporated into several of my workshops and speeches. I’m not sure why I have failed to write about this topic in previously columns. So first and foremost, Shaun, thank you for the mental jumpstart.
A personal assessment can be described and viewed numerous ways. For purposes of speaking about it from a business standpoint, I often describe it simply as knowing yourself.
Knowing yourself sounds easy, after all, who knows you better than you? But it’s more than just knowing yourself. It’s about being honest with yourself and recognizing your strengths, weaknesses and most importantly, coming to the realization that there are many things you can change and improve on.
Here are some suggested focus areas that I have found to be critical to the success of everyone who sells for a living.
Skills
We all have things we are very good at and of course we all have things that we are not so good at. Make a list of all the skills, traits and characteristics that you feel are your strengths and contribute positively to your performance. Do the same for the areas that you consider weak or for those that prefer a more positive spin, the “areas for improvement”. It’s an interesting exercise.
Execution
As you start digging into all of your strengths and weaknesses, what have you personally done to improve on the areas in which you are “weak”? Have you read any books? Have you attended seminars focused on the particular skills that need work? Have you asked for feedback and extra coaching from your manager?
How Do Others Perceive You?
I always tell people that if one person gave me feedback that I didn’t agree with, no big deal. If two people say the same thing, it gets my attention. And if three or more people offer me the same suggestion, it’s time for me to pull my head down from the clouds and take a look at myself. What type of feedback have you received from various people that appears to be consistent?
Situational Responses
In sales, your response and reaction to the various routine situations you encounter is very important to understand. For example, if you often get visually flustered and thrown off by difficult, pointed questions your customers may ask, there is a good chance that working on the skill of controlling responses and body language would benefit you in a big way. This is one basic example, but think of all the different situations you are put in, such as customers hammering you on price and take a hard look at how you react and respond.
Fears and Apprehensions
Every sales person I know can admit to certain fears and apprehensions they have related to their selling efforts. Whether it’s cold calling or that big meeting with a high level executive, we all have them. What fears and apprehensions do you have and how have they impacted your selling efforts? What would happen to your performance if you were able to get over those fears?
Knowing yourself is about being honest with yourself and not hiding from the weaknesses you have. Many of the top performers I know have developed the art of being brutally honest with themselves and most importantly, they develop and execute plans to change for the better.
I think you are not quite right and you should still studying the matter.
Posted by: RamonGustav | September 06, 2010 at 02:50 PM
You write well will be waiting for your new publications.
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