During the last three years I’ve been delighted to help rookies, newbie’s or whatever you’d like to call new people that are breaking into the Managed IT, Copiers and Managed Print Service industry.
I’m not a manager or owner (I was an owner once), I work down the street accounts and love what I do. I enjoy helping new sales people and that’s probably because I had no help when I started in sales some 33 years ago. It was not until four years ago that I encountered my first sales manager (we’ll save that for another blog). As many of you know our business is constantly changing, whether it’s hardware, software, cloud solutions, or document management, nothing stays the same for long.
What are the 3D’s?
Put them in any order you want, it takes all THREE to be successful in our business: DESIRE, DEDICATION & DETERMINATION.
So, what is DESIRE? a verb: 1. to wish or long for; crave; want. 2. to express a wish to obtain; ask for; request: “The mayor desires your presence at the next meeting.”
a noun: 3. a longing or craving, as for something that brings satisfaction or enjoyment; a desire for fame. 4. an expressed wish; request. DESIRE For me it’s the craving to be the best at what I do. I enjoy the recognition and still get a charge out of writing an order. I have complete control of my financial future.
Your presentation/meeting is filled with PASSION and you can paint a picture of the future without relying on a power point presentation! Losing is not an option! As Ricky Bobbie put it “If you’re not first you’re last!”
DEDICATION
noun: 1.the act of dedicating. 2.the state of being dedicated: Her dedication to medicine was so great that she had time for little else. 3.a formal, printed inscription in a book, piece of music, etc., dedicating it to a person, cause, or the like. 4.a personal, handwritten inscription in or on a work, as by an author to a friend. Dedication5 money go work for Burger King. Always ask yourself “Am I working as hard or as smart as I can?”
DETERMINATION
noun: 1.the act of coming to a decision or of fixing or settling a purpose. 2.the quality of being resolute; firmness of purpose. Determination When it’s a quarter to 5 and you’re on your way home and you pass that business that you’ve called many times and got nothing, do you continue to go home or do you stop for one more cold call? You’re always moving forward with creating your own promotions, following up with calls until you have the answers whether it’s good or bad. Selling is similar to playing chess, you’re always thinking about the next step, or the next objection and the what if’s. Determined people always have a plan to get where they want to be.
Thus, after 33 years I still enjoy most of what I do. There are many days when I’m the optimist and many when I’m the pessimist. All of us can go through bouts of pessimism in sales. What I’ve learned is that every new day brings a new opportunity to sell something or for that phone to ring with a customer or prospect stating “we’re ready to place our order!”
Good selling!
