Succeed with E’s

Does sales success require hard work? Determination? Dedication? Perseverance? Yes, of course, it does. However, you can also E’s into success. Here are three ways to do so:

Energy: We need energy to start and complete tasks. Oftentimes the energy is propelled by the passion we have for the task at hand. The energy turns into enthusiasm. Others can see this energy. It is shown in our smiles, in our attitude, and in the pride in our stride. Others get excited by your energy! Set yourself on fire with enthusiasm, and people will come from miles to watch you burn!

Ego-Drive: Ego-drive asks, “How much are you willing to give for success?” How willing are you to do the difficult things in order to reap the rewards of success? Victor Hugo wrote, “People don’t lack courage, they lack will.” Ego-drive translates into confidence – not conceit. (Conceit is a weird disease that makes everyone sick except the person who has it.) Ego-drive also translates into determination. Some people succeed because they are destined to succeed, but most people succeed because they are determined to succeed.

Empathy: We are all in the people business; therefore, we must be tuned into people, not tuned into policies, procedures, practices, or products. Every person you encounter today is tuned into radio station WII-FM. This stands for “What’s In It For Me?” By tuning into the other person’s radio station you create connection; by broadcasting your own radio station, you create static! When you tune into the other person’s radio station you can sincerely care for him; you can empathize with him. We are not on this earth to see through people; we are on this earth to see people through.

The challenge today is to E’s into success by using your Energy, your Ego-drive, and your Empathy. Remember, you do not pay the price for success – you enjoy the benefits of success.

Now, go sell somebody something!

By Bryan Flanagan

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Replies to This Discussion

Permalink Reply by Bobby Compton on July 14, 2011 at 10:54am

Perfecto!~

Permalink Reply by Fran Taylor on August 26, 2011 at 8:26am

As a sales rep I didn't care about the other sales rep as far as if they worked or not. Never notice if I had energy, I just worked. As a former GM I thought about everyone and how to help them on a daily basis. As far as paying the price for success you have to work through the tough times when starting and have a plan to keep changing until you get where you want. I don't know if that's paying the price or not. I agree you have to be in tune with people. In class I tell sales reps don't do any thing if you don't see a benefit for you in sales. Usually they all say yes. Then no manager should have to ask you did you demo , do mailers , T. O. ,make appointments , have prospecting , tools and so on . Because this benefits you. I I never worried about paying the price , I just liked the money I made. This made me think Jack. GOOD ONE.