In my work as a Sales Trainer, I am known at “The Sales Dating Guy” http://www.RichardElmes.com because when I teach Selling Skills, I use the analogy that Selling is like Dating and Customer Service is like a Marriage.
I also teach a Professional Selling class at Conestoga College http://www.conestogac.on.ca .
One day one of my students asked me this question,
“You don’t have to keep selling after you get married… do you?”
My response was, “Only if you want to … stay married.”
Now stats show that almost half of marriage end just after the first year. And I believe this is due to the fact that after they say, “I do”, many husbands believe their work is done.
They don’t realize that marriage is extremely hard work. You have to keep selling yourself to your spouse over and over and over.
You can think of it this way… Your relationship is like a bank account.
In order to get anything out of it (or make withdrawals) you need to first make deposits. Lots of deposits. Big deposits, little deposits, not just once, but almost continuously.
Because when you have a positive balance… life will be good. When you are overdrawn… not so much.
So remember Habit #4 and Never Stop Selling.
Check back next time to find out how to make bigger deposits with less work. This will be revealed in Habit #5.
When I first started teaching at a local Community College, I attended a conference for rookie instructors.
Dave Stewart the Director of the Continuing Education department said something to us that made a major impact on me as a teacher / trainer / speaker, when he said,
“Your job as a teacher is to help your students learn. Period! The rest is just details.”
I have never forgotten that truth that he shared with me that day.
And when you get to thinking about how to lead others, especially sales reps.
Remember your job as a leader is to help your employees succeed. Period! The rest is just details.
Because I believe that when you pay someone to do a job, you rent their hands.
When you give them interesting work you may engage their heads.
But it is only when you connect with them personally and they know that you are on their side and you are there to help them succeed, that is when they will throw their heart in their work.
And that is when the magic happens.
And that’s when they will perform, beyond your expectations.