The #1 Secret of Successful Salespeople

[Alicia Mitchell]

Whether it is a conscious decision on their part or is just something
that happens without conscious participation, leading business
developers and other top performers focus on developing their innate
strengths rather than on correcting their perceived weaknesses.
It is a simple distinction, but one that separates the common and the
ordinary from the people performing at the top of their field.
Successful salespeople move with the tide and perform the activities
that come naturally to them. They do not try to be something they are
not. However, they not only accept their innate talents, successful
salespeople also develop these talents into world-class strengths.
Successful salespeople and other top performers know that a focus on
so-called weaknesses and imperfections is a negative focus on what is
believed to be lacking in their life. They know that when the focus is
on limitations, they will experience limits in their life. More of
what they don't want will manifest itself when the mind is permitted
to dwell upon the inferior.
This is not to say that top performers do not manage their weaknesses,
but they invest zero time in trying to change that weakness into a
strength. They align themselves with peers who have complementary
strengths instead of trying to become something they are not. A focus
on strengths permits the mind to dwell upon the personal attributes
that are uniquely yours.
A focus on strengths-development has the potential to:
* radically improve on-the-job performance
* enhance your overall sense of satisfaction
* train the mind to focus on The Good
* build enduring and supportive teams
* reduce your need to conform to others expectations
* eliminate boundaries to your success
* improve your self-confidence
* draw people towards your positive energy and outlook on life
During my time in the field where I was cultivating contacts, I spent
very little time learning how to turn a weakness into a strength. I
can't say that it was a conscious decision of mine at the time, I just
naturally wanted to only do things that made me feel good. There were
times when my job required me to do things that I did not enjoy, but
whenever I had the freedom, I would simply quit doing activities that
weakened me. Over time, I learned that spending my time, adding skills
and knowledge that supported my natural strengths and abilities
improved my performance more than when I spent time trying to improve
my weaknesses.
For instance, in my early years as a business developer, I took some
assertiveness training as this trait is seen as important in sales. I
would be assertive when I needed to be, but it was never a trait that
I wore very well. My apparent lack of assertiveness was seen as a
liability by my managers and by myself. After spending a significant
amount of time and money in assertiveness training, I could understand
the concepts well enough, but still did not have it in me to apply it
to my role as a sales person. So basically, after a significant
investment, the training really did nothing to support my performance
as a sales person. If anything, I feel that the training set me back
because I was swimming against the current. The time I spent trying to
learn this new personality trait made me very uncomfortable. I was
trying to wear a label that ran contrary to my nature. Essentially, I
was trying to learn how to be less like myself and more like I thought
I was supposed to be.
Trying to correct this weakness made me feel weak, tired and depleted
of any inspiring energy. I did not feel good about myself or the
innate abilities I knew I had. Because my focus was on what I lacked,
I fell into a slump during this time.
When I eventually made the connection between investing in my
strengths and performance excellence, the excitement and peace of mind
of unlimited possibilities replaced the fear, anxiety and
defensiveness I had previously felt over lacking certain attributes.
Once I started focusing on my strengths, I began to appreciate and
notice the strengths in others as well. I surrounded myself with
people who loved doing things that I did not. We had open
conversations about our strengths to know where we could rely on one
another. We then allowed ourselves the freedom to creatively structure
our work so that we could each focus on what we enjoyed the most. Any
team functions best when each member knows where they can rely on the
other team members the most. The sheer enjoyment we each got from
using our own personal strengths on a daily basis catapulted the
success of our team.
You have the capacity within you to infinitely create, extend kindness
and see good everywhere. This can all start by keeping your focus on
your own unique abilities and innate strengths. You have the power to
leave people with the lasting feeling of inspiration simply be keeping
a positive focus on strengths and seeing the good all around you. It
is this lasting sensation that elevates you above the common and the
ordinary.
?2007 Terri Roulette McCartney & Selling A Difference, Inc. -
www.SellingADifference.com