Jen E Miller
One of my favorite sentiments in life is “No matter how you feel, get up, dress up, show up and never give up.”
There’s no denying, for those of us in the sales profession, showing up is an integral component to success.
Thinking back to my first big win in sales, I know it came to fruition in part because I was there—truly engaged with my prospect. Through our conversation, the prospect and I figured out we had the same birth date. We were decades apart in age (me being early 20s), and hadn’t really found any common ground yet as I was trying to build the relationship. While that might seem trivial, there were many suppliers in the mix trying to win this piece of business. It was a large, multi-year opportunity, and the perceived bond this manager formed with me over having the same birth date really helped me build the relationship and gain the access to his team that we needed to build credibility.
Whether it’s because of busyness, laziness, fear, or a myriad of other factors, most people don’t show up anymore. Those of you who do are ahead of the game. While it may not always make sense (due to budget, logistics, etc.), the fact is we can often create a stronger, more distinct impression when we show up, helping to increase our effectiveness.
That’s 80 percent of the equation.
What about the other 20?
For the next article in our on-going series, 6 Strategies to Maximize Sales Results, we explore what it takes to step it up and stand out in sales. The article, written by my colleague Brittany Shonka of IMPAX, identifies three areas we should be pushing ourselves above and beyond: research, presentation focus, and practice.
What are you waiting for? Check out Brittany’s articles to get started on your path to sales excellence.
This article is the third in a series of six on “6 Strategies to Maximize Sales Results.” The first focused on Growth Mindset, and the second addressed Intellectual Curiosity. Watch for the next one soon. The series is a collaboration among Amy Franko (Impact Instruction Group), Brittany Shonka (IMPAX) and Jen E Miller (Marsh & McLennan Agency)—to create a resource to help other sales professionals maximize results. The goal is to help you go farther, achieve sales success, and transform into top performers.