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A good sales professional can be compared to an aircraft with an auto pilot. Let me share my experience to explain what I mean.|A good sales professional can be compared to an aircraft with an auto pilot. Let me share my experience to explain what I mean.
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Once, in the days when security concerns were low, I was traveling on an international flight|Once, in the days when security concerns were low, I was traveling on an international flight
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with my then ten-year-old daughter.|with my then ten-year-old daughter.
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I took permission from the captain to show her the cockpit and how he was flying such a complicated machine.|I took permission from the captain to show her the cockpit and how he was flying such a complicated machine.
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We went in and found the cockpit was full of little gadgets and gauges.|We went in and found the cockpit was full of little gadgets and gauges.
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I asked the captain how the aircraft stayed on track in spite of so many variables, such as strong winds, bad weather, etc.|I asked the captain how the aircraft stayed on track in spite of so many variables, such as strong winds, bad weather, etc.
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The captain explained, pointing out the compass and red lights, which used to blink on and off,|The captain explained, pointing out the compass and red lights, which used to blink on and off,
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that sometimes the aircraft goes off-course, but the moment this happens the autopilot brings it back on track.|that sometimes the aircraft goes off-course, but the moment this happens the autopilot brings it back on track.
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I thought to myself that the same thing is true in human life too!|I thought to myself that the same thing is true in human life too!
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Don’t we all go off-track some time in life and don’t we all need the auto-pilot to bring us back on track?|Don’t we all go off-track some time in life and don’t we all need the auto-pilot to bring us back on track?
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What is the auto-pilot that brings humans back on track? One, Values.|What is the auto-pilot that brings humans back on track? One, Values.
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Two. Attitude. Three. Ambition.|Two. Attitude. Three. Ambition.
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It is the result of practicing the principles that lead to success.|It is the result of practicing the principles that lead to success.
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Once a young man asked Socrates the secret to success. Socrates asked the young man to meet him at the riverside the next morning.|Once a young man asked Socrates the secret to success. Socrates asked the young man to meet him at the riverside the next morning.
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They met. Socrates asked the young man to walk with him into the water and he did.|They met. Socrates asked the young man to walk with him into the water and he did.
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Suddenly Socrates ducked the kid underwater and held him there till the kid started turning blue.|Suddenly Socrates ducked the kid underwater and held him there till the kid started turning blue.
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Then, Socrates pulled him out. The first thing the kid did was to take a deep breath.|Then, Socrates pulled him out. The first thing the kid did was to take a deep breath.
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Socrates asked him,|Socrates asked him,
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‘Son, when you were under water what did you want the most?’ The young man said,|‘Son, when you were under water what did you want the most?’ The young man said,
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‘Air.’ Socrates said, “Son, there is no secret to success. When you want success, as badly as you wanted air when you were in the water|‘Air.’ Socrates said, “Son, there is no secret to success. When you want success, as badly as you wanted air when you were in the water
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you will have it. Nobody will be able to stop you that day.’ This is called a burning desire.|you will have it. Nobody will be able to stop you that day.’ This is called a burning desire.
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This is the difference between preferences and convictions in life;|This is the difference between preferences and convictions in life;
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preferences are negotiable, convictions are not;|preferences are negotiable, convictions are not;
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and under pressure, preferences always become weak whereas convictions become stronger.|and under pressure, preferences always become weak whereas convictions become stronger.
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Success does not just happen and a reward doesn’t come without action.|Success does not just happen and a reward doesn’t come without action.
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Just as you cannot reap without sowing, similarly, dividends do not come without investing.|Just as you cannot reap without sowing, similarly, dividends do not come without investing.
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Sales do not happen by sitting back. They are the result of tremendous hard work, effort and conscious action.|Sales do not happen by sitting back. They are the result of tremendous hard work, effort and conscious action.
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MOTIVATION|MOTIVATION
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and fuel to a good professional is feeding the mind with positive thoughts on a daily basis|and fuel to a good professional is feeding the mind with positive thoughts on a daily basis
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without which demotivation creeps in.|without which demotivation creeps in.
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True professionals are driven because they consider themselves self- employed.|True professionals are driven because they consider themselves self- employed.
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Some people stop working the moment they meet their quota or target because they only want to keep their job.|Some people stop working the moment they meet their quota or target because they only want to keep their job.
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they are not internally motivated. They produce only enough, so that their supervisor has no reason to fire them.|they are not internally motivated. They produce only enough, so that their supervisor has no reason to fire them.
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They do only enough to get by with,|They do only enough to get by with,
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they are really not motivated. If they were motivated, they would go beyond ‘the call of duty’.|they are really not motivated. If they were motivated, they would go beyond ‘the call of duty’.
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Is there anything known as ‘beyond the call of duty’ or is it a misnomer?|Is there anything known as ‘beyond the call of duty’ or is it a misnomer?
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If you’ve done your duty, how can there be anything left beyond?|If you’ve done your duty, how can there be anything left beyond?
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Getting motivated is probably easier than staying motivated,|Getting motivated is probably easier than staying motivated,
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especially in the face of receiving rejection a lot of the time.|especially in the face of receiving rejection a lot of the time.
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Staying motivated is not easy and is the true test of a professional. Different people do different things for different reasons.|Staying motivated is not easy and is the true test of a professional. Different people do different things for different reasons.
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Some people run fast to win a marathon race or a medal at the Olympics.|Some people run fast to win a marathon race or a medal at the Olympics.
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Others may run even faster if a dog is chasing them on the street.|Others may run even faster if a dog is chasing them on the street.
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Some are motivated by positive rewards;|Some are motivated by positive rewards;
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others are motivated to avoid negative consequences. As good sales professionals, our objective is to provide positive motivation to the prospect to purchase.|others are motivated to avoid negative consequences. As good sales professionals, our objective is to provide positive motivation to the prospect to purchase.
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Hence, not only should we show a benefit but also how we can prevent a loss,|Hence, not only should we show a benefit but also how we can prevent a loss,
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that is, desire to succeed versus a desire not to fail.|that is, desire to succeed versus a desire not to fail.
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Both pain and pleasure can be strongly motivating.|Both pain and pleasure can be strongly motivating.
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Those who are insecure often buy things that they cannot even afford, only to avoid the feeling of inferiority.|Those who are insecure often buy things that they cannot even afford, only to avoid the feeling of inferiority.
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Some buy expensive cars, jewels and paintings only for prestige reasons, whether they can afford it or not.|Some buy expensive cars, jewels and paintings only for prestige reasons, whether they can afford it or not.
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They are satisfying a need that arises from inadequate self-esteem.|They are satisfying a need that arises from inadequate self-esteem.
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The needs convert into wants and then in turn the wants convert into needs.|The needs convert into wants and then in turn the wants convert into needs.
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The desire to avoid pain can be a very strong motivator.|The desire to avoid pain can be a very strong motivator.
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Just because an ineffective salesperson is unable to identify a need or a problem, it does not mean that the problem does not exist|Just because an ineffective salesperson is unable to identify a need or a problem, it does not mean that the problem does not exist
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or that the client does not have a need. BOTH GOALS AND ETHICAL STANDARDS DRIVE BEHAVIOR.|or that the client does not have a need. BOTH GOALS AND ETHICAL STANDARDS DRIVE BEHAVIOR.
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Motivation is really the spirit in the person.|Motivation is really the spirit in the person.
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It is the fuel in the car that starts the engine.|It is the fuel in the car that starts the engine.
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Most people don’t take the time to find out what motivates them. They have no goals to strive for, nor any benchmarks of values and ethics.|Most people don’t take the time to find out what motivates them. They have no goals to strive for, nor any benchmarks of values and ethics.
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Both goals and ethical standards drive behavior.|Both goals and ethical standards drive behavior.
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Values such as integrity, respect, responsibility are the foundations of belief and commitment that drive behavior.|Values such as integrity, respect, responsibility are the foundations of belief and commitment that drive behavior.
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You can only give what you have in life.|You can only give what you have in life.
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If you do not practice integrity, respect and responsibility with yourself, how can you practice it with anyone else?|If you do not practice integrity, respect and responsibility with yourself, how can you practice it with anyone else?
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If I cannot be honest to myself, how can I be honest to anyone else?|If I cannot be honest to myself, how can I be honest to anyone else?
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If I don’t practice self-respect, how can I respect anyone else?|If I don’t practice self-respect, how can I respect anyone else?
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If I am not responsible for my behavior, who is?|If I am not responsible for my behavior, who is?
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IS FAMILY PRIDE A MOTIVATION? I have seen athletes do exceptionally well on one particular day and when asked,|IS FAMILY PRIDE A MOTIVATION? I have seen athletes do exceptionally well on one particular day and when asked,
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‘How did you perform so well? What was motivating you today?’|‘How did you perform so well? What was motivating you today?’
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Many times the answer is, ‘My family is watching me today’ or ‘My family is in the audience and they have great expectations of me and I cannot let them down’|Many times the answer is, ‘My family is watching me today’ or ‘My family is in the audience and they have great expectations of me and I cannot let them down’
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or ‘I must make them proud.’|or ‘I must make them proud.’
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On the Lighter Side - a business was running into problems because of very low sales|On the Lighter Side - a business was running into problems because of very low sales
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and the deep deficit was marked in red color on the sales chart.|and the deep deficit was marked in red color on the sales chart.
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The manager called in a consultant and started showing the territory, all the red colored demarcations and the pins holding them up.|The manager called in a consultant and started showing the territory, all the red colored demarcations and the pins holding them up.
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With great hope, the manager asked the consultant what he should do.|With great hope, the manager asked the consultant what he should do.
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The consultant said, “The first thing you do when the salespeople walk in Monday morning, is take these pins off and stick it in their behinds.|The consultant said, “The first thing you do when the salespeople walk in Monday morning, is take these pins off and stick it in their behinds.
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A carrot and a stick always work better than only a carrot’.|A carrot and a stick always work better than only a carrot’.
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THERE IS NO SUBSTITUTE FOR HARD WORK. Athletes practice for fifteen years for fifteen seconds of performance.|THERE IS NO SUBSTITUTE FOR HARD WORK. Athletes practice for fifteen years for fifteen seconds of performance.
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Success has no hard-and-fast rules. It has only ‘hard and hard’ ones.|Success has no hard-and-fast rules. It has only ‘hard and hard’ ones.
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In fact, some people go into the profession of selling with a casual approach and treat it as a part-time job.|In fact, some people go into the profession of selling with a casual approach and treat it as a part-time job.
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A candidate went to a sales manager in the company and said,|A candidate went to a sales manager in the company and said,
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‘I am looking for a job where I can work half a day only.’|‘I am looking for a job where I can work half a day only.’
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The sales manager said, ‘We have the job, you have to decide which half-day you want to work, the twelve-hour-day or the twelve-hour-night.|The sales manager said, ‘We have the job, you have to decide which half-day you want to work, the twelve-hour-day or the twelve-hour-night.
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The full day is twenty-four hours.’ Competence is the will and the skill to create a positive outcome|The full day is twenty-four hours.’ Competence is the will and the skill to create a positive outcome
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leading to a win-win for all parties.|leading to a win-win for all parties.
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The burning desire to succeed is the will and the ability to persuade with integrity is the skill.|The burning desire to succeed is the will and the ability to persuade with integrity is the skill.
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There are many skillful people who are incompetent, because they lack the will.|There are many skillful people who are incompetent, because they lack the will.
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To a good salesman every sale is exciting; it gives a person an instant high of gratification.|To a good salesman every sale is exciting; it gives a person an instant high of gratification.
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A career in sales opens an opportunity which is unlimited.|A career in sales opens an opportunity which is unlimited.
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It can mean a frontline sales position or selling a high-ticket item, business to business, and many other such opportunities.|It can mean a frontline sales position or selling a high-ticket item, business to business, and many other such opportunities.
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BUYER MOTIVATION|BUYER MOTIVATION
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Many times a prospect is not aware of his needs. Hence, it is the responsibility of a good professional to bring it out.|Many times a prospect is not aware of his needs. Hence, it is the responsibility of a good professional to bring it out.
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By bringing out the need, we can motivate the buyer to take action.|By bringing out the need, we can motivate the buyer to take action.
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For example, I was once told by a salesperson that I could save a lot of money by installing roofing insulation in my house to prevent heat loss.|For example, I was once told by a salesperson that I could save a lot of money by installing roofing insulation in my house to prevent heat loss.
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This motivated me to buy the solution offered which was otherwise invisible to me at that time.|This motivated me to buy the solution offered which was otherwise invisible to me at that time.
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At the same time, just because you have a solution it does not mean that every potential prospect has a problem.|At the same time, just because you have a solution it does not mean that every potential prospect has a problem.
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When the need is identified, it must be recognized with equal intensity by both the buyer and seller|When the need is identified, it must be recognized with equal intensity by both the buyer and seller
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in order to conclude the sale. Some people may not realize that they are sitting on a potential problem.|in order to conclude the sale. Some people may not realize that they are sitting on a potential problem.
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Just because the problem does not manifest itself today, they feel sometimes, rather strongly,|Just because the problem does not manifest itself today, they feel sometimes, rather strongly,
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that there is nothing to be fixed.|that there is nothing to be fixed.
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Hence, no matter how good your price is or value for money, it is perceived to be a waste.|Hence, no matter how good your price is or value for money, it is perceived to be a waste.
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Some needs are visible, sitting on the surface, whereas others are hidden and need to be uncovered.|Some needs are visible, sitting on the surface, whereas others are hidden and need to be uncovered.
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Cars need regular maintenance to address both what we can see as well as what we can’t.|Cars need regular maintenance to address both what we can see as well as what we can’t.
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