"The choices we make determine the life we lead"- Danny Devito character in motion picture, Renaissance Man

In the world of sales, a better expression is, "The language we speak determines the sales we make."

Do you truly consider yourself an extraordinary consultant or a salesperson? We say it often, but it's just as important. There is no difference. It's about not just how others perceive you, but how you perceive yourself.

I recently met with a client who before he invested with me would indicate he wasn't a good salesperson because he didn't like being pushy, was about developing relationships and just wasn't "aggressive" enough. 

With that kind of internal talk, he was absolutely right, he wasn't a good salesperson. More importantly, he wasn't an extraordinary consultant. There is no doubt his self language translates to when he speaks to customers.  It's the old expression, "If you don't believe in yourself, how will anyone else?"

If you truly believe that what you do makes a difference in the world- and it does!  change your self talk.

Do doctors ever apologize for what they do? Do attorneys ever ask you to meet with them when it's convenient for them?  If you say, well they are professionals and you are just a salesperson, to that I say, bah humbug.

My two word definition of selling: Helping others.  

What you do matters. You may not be doing heart surgery, but providing value to others- whether in phone service, telecommunications, real estate, financial planning, printing materials, mortgages, photocopiers or payrolls is tremendously honorable. 

Another term for "increasing productivity," "increasing efficiency," or "impacting the bottom line"?

Improving the quality of life. Now, that's something to be proud of.

 

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