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Selling Success Depends on Winning Posture – Part II
We discussed in Part I of this series how winning posture is a key part of a successful sale. The winning posture is the combination of attitudes, values and self-esteem that allows you to win the sale every time. In Part I, we discussed the role attitudes play in developing winning posture and how your thoughts impact your sales success. Now let’s look at the second element of the winning posture, which is values.
The winning posture gives you the ability to attract someone to you, your ideas and your mission. You want to have values that attract others. What I mean by attraction to others is that you have the power to influence their behavior. I’m not talking about manipulating people or tricking people into doing something. I’m talking about the ability to inspire people to act because they want to act. Sales success depends on your ability to: understand your prospect’s needs, convincingly show how your products or services meet the needs, and get the prospect to take action. For a person to act, they must be attracted to you. Attraction is the emotional piece that drives the prospect to action.
Values are the beliefs and ideas that you hold in high regard. Values govern your behaviors. Behaviors are directly related to the results you get. Therefore, your values lead to your results. For example, if you have the value of doing things in a timely manner, your actions would be to do things in a timely manner, and therefore you get the results of doing things in a timely manner. In other words, values are who you are; who you are determines what you do; what you do determines what you have.
So, what values do you need to have a winning posture and be successful in sales? There are a number of values that could make a difference in your sales success. You could definitely include values such as: honesty, hard work, service to others, quality, and the list could go on and on. Being clear about the values you want to have will force you to assess yourself as to who you want to be. One value I would include for a successful sale is integrity.
What is Integrity? One definition of integrity is the state of being whole and complete. Think back to your math days when you learned what an integer was. An integer is a whole number or a complete entity. It is not a fraction. Integrity and whole have the root word. So for a person to have integrity, they must be whole, not fractured. What does this have to do with sales success? One of the things that will propel your success in sales is doing what you say you will do. Integrity starts with keeping your word. Keeping your word is the basis for building trust. When you have a prospect’s trust, you have the power to influence that prospect. You can see that if you say one thing and do another, you are divided, not whole. You cannot have a winning posture or true business success without integrity.
Make it your goal to clearly identify your values. Establish the set of principles that will govern your behavior. Build integrity into this set of principles and you’ll be well on your way to winning posture and business success.
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