Striving towards Excellence

by Robin Sharma

I just had an encounter with a salesperson I'll never see again. He wasn't rude. He wasn't incompetent. He wasn't uncaring. He was okay on every front. But in a world with a dazzling array of choices as to who we can give our business to, I opt for dealing with salespeople and organizations who are great.

Here's what happened. Looking for a new laptop. I walk in and find the first person I see. He's plugging away on his computer. Says “hi”, without looking up (I'm serious). I try and engage him. He eventually tears himself away from the screen to look at the human being standing in front of him. He answers some of my questions. Begrudgingly. Shows me some of his wares. And essentially struggles to do what he's paid to get done, while giving a monologue on why I should buy what he’s selling. I'm going to his competitor across the street. They treated me beautifully. They get it (and got my business).

I've worked with a lot of sales teams over the years as a speaker and as a leadership coach. Some quick observations from the best:

Use people's names

Look at them in the eye and show them you care

Say please and thank you

Listen a thousand times more than you speak (only a slight exaggeration)

Be on-time

Keep your promises

Be more concerned about helping than selling (people can sniff sincerity a mile away)

Be passionate about your products and services so that passion gets transferred (the first sales person had all the passion of an old shoe box)

Be better than anyone else in your field at what you do (so read up on the product, learn daily, develop yourself/skills and always be improving)

Treat your customers like they are visiting royalty.

Simple strategies. But remember: what separates the best from the rest is their consistent adherence to a few simple best practices that over time evolve into spectacular results. And also remember, everyone is selling something