Money Maker #4 Everyone thinks they are a hard worker.

Hard work is a family value. We learn it from our parents. That’s why managing to it and defining it are so difficult. It is an emotional topic.

When you tell someone they aren’t working hard enough, it is an insult to them and their parents! That’s why defining what hard work is, up front, is so important.

You will not sneak up on your competition. They know how much the customer is buying and are painfully aware when they don’t get the order(s). The sting of the lost order will still be present when you compete for the customer’s business again. You will have to out-work and out-hustle your competition.

MoneyMaker #24 An inexperienced seller will be shot down by a single objection. Experienced sellers will continue to sell realizing that perfection is not the key to doing business, that getting closest is.

With most orders the “getting closest” is not a single axis problem. Usually the buyer has many things to consider, i.e. shipment, quality, price, volume and tally specifics, etc. Each will weigh differently on the buyer’s decision. Each item will be covered to a greater or lesser degree by our competition.

Also, the importance of each item will change in relation to how other items related to the quote are met to greater or lesser degrees.

Money Maker #86 Don’t waste friendship, build on it.

It is possible to get to the Leadership position without passing through the Friendship stage. Some customers won’t allow you to be their “friend” but they will allow you to lead them. You may not have the skills or temperament to get personally close to a certain person.

But getting to the Leadership position with our customers is still possible. It is possible based solely on the quality and consistency of our work demonstrated in the Serviceship phase.

The Leadership position is where professional salespeople want to be. This is where the customer trusts you to make the best decision for his business. You have past the tests. You have made him a friend or at least a trusted confidant. You have also proven to him over time that you will do what is right for his business. You have proven that you will be competitive on an ongoing basis, but more importantly, you will bring his company value now and in the future.

Every person who gets a lot of things done has to delegate. But delegation doesn’t work if the person they are delegating to is incompetent or untrustworthy.