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Selling (Trying or Training?)
By Curt Tueffert   Printer Friendly Version

Some argue that sales people are born, others say they are made. I would like to introduce a different idea, do people try to sell or train to sell? It makes all the difference in the world for your profession if you approach your selling career from the side of training.

When I decided to participate in the 1999 Team in Training marathon, I knew I needed for that trying...I needed training. That set a new course in my mind as to the approach, 9 months prior to the event.

In your selling career, what tools are you using? Don't just try and sell, train for it. Training takes mental preparation, it takes emotional commitment, and physical discipline. Preparation, commitment, discipline, these are not the words of someone just trying to sell. They are the words of someone willing to take the risk, to move forward, to make something happen.

So, how does one train for a selling career? There are three keys that will put you in the right direction.

1. Tools: When you train for a marathon, you have special shoes. Weight lifting; a full gym, cycling; a strong bike. No difference in selling. Books and tapes are the tools for a sales professional in training. Books authored by salespeople who have been there, do that. Tapes to listen to while driving, feeding your mind with new ideas, insight, techniques not yet put into practice. These tools may seem awkward at first, over time they become invaluable to your selling career. I have created a series of sales motivators for people who want to be more than sales people to try. They are available right now!

2. Coaching: Every trainee needs a trainer. A mentor, cheerleader, a coach. You find these in networking organizations, at the office, or in peer groups where winners meet and hold themselves accountable. You can even get them from your tools listed above. Jim Rohn is one of my coaches, although I have never met the man. Doug Hansen is one of my cheerleaders, I can always count on his energy and passion when mine is low. Tom Antion is another, offering great advice at the drop of a phone call. You need to seek them out and begin building your network of mentors and coaches. If you need one; use me!

3. Record Keeping: Progress can be measured. While marathon training, I kept records of my 3, 4, 5, and 6 mile runs. Always recording the times to seek improvement. In your selling career, chart your success in closing skills, in prospecting techniques, in closed sales. These are the measurements of a champion. Begin a sales journal where you write your inner thoughts on paper, seeking ways to improve and to learn. Share them with your coach for additional insight and direction.

Start now to train for your selling career. Stop trying! Stop trying to be a good manager; train to be one. Stop trying to be a good father; train. Stop trying to be a good friend; train to be one.


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