Reman U
- Author: Noah Rickun
- Subject Matter: Management
- Issue: Success in selling
On Saturday, I conducted a sales-training day for a little more than 100 automotive-parts professionals. Two hours in, somebody slipped me a note that read, “What’s the secret to success?”
I responded, “Two words – hard work.”
Somehow I think the audience felt cheated, so I decided to continue.
“Want a more in-depth answer?” I asked. “Work your tail off.”
The reality is that salespeople often look for shortcuts. They want the easiest path to success (aka commission checks).
Here’s the good news: There are no shortcuts. If you want to win, you’ve got to be willing to work harder than your competition.
Sure, sometimes luck plays a role. But, as one of my mentors often reminds me, “Hard work makes luck.”
Success in selling means destroying your quota. It means having a closing ratio that exceeds that of your teammates and your competitors. Success in selling means becoming your best, earning customer loyalty and not having to cold call.
Success is the reward you get when you think the right thoughts, when you take the right actions, when you bounce back from adversity, when you fully dedicate yourself to your craft and when you do the hard work it takes to become known as a value provider and resource rather than simply “sales guy.”
I have studied thousands of successful salespeople across hundreds of industries. Although many of these salespeople have their own definition for success, most of them agree on what it takes to get there.
Here are the six secrets to sales success:
- Work hard. Really hard. The world doesn’t owe you anything. Nor does your boss. The only one who owes anyone anything is YOU. You owe it to yourself to skip tomorrow’s episode of “Dancing with the Stars” and instead make a half-dozen sales calls.
- Start early, stay late. Don’t worry about how many hours you’re working. Hit your numbers and then look for ways to become more efficient. But first, hit your numbers.
- If you’re not getting what you want, you’re probably not asking for it. So, ask for it. Ask your customers, your boss, your prospects.
- Find your passion. Success in selling has more to do with your confidence, your beliefs and your passion than anything else. If you’re not passionate about your company, your product and your ability to help your customers, you’ll never be successful.
- Put “sales calls” and “cold calling” in your appointment book. If your iPhone or Droid or PDA doesn’t have an hour blocked for outbound sales efforts each day, you don’t have a shot. You’re not going to ever “get to it” or “squeeze it in.” You’re busy. You’ve got paperwork. You’ve got inbound phone traffic to handle. If you intend to make sales calls, put them in your calendar. Otherwise, get out of sales.
- Take risks. Playing it safe will ensure that you have a job forever. Taking calculated risks will help you to earn a fortune. Put yourself out there. Take your shot. Reach out and sell something!
Taking a little liberty, I opine that success is a journey, not a destination. It’s a journey through consistent positive action, dedicated effort and endless pursuit of perfection.
Noah Rickun, aka Captain Reman, is the vice president of sales & distribution at ETE Reman. An aftermarket veteran, Captain Reman is known for sharing his sales, business and customer-service knowledge weekly through the e-newsletter Reman U.
